RVP, Public Sector Sales
职位描述
SailPoint 是身份安全领域的领导者。SailPoint 的客户包括一半的财富 500 强企业和一半的 ASX 50 企业。这种客户实力为我们提供了强大的客户、合作伙伴和分析师社区，他们信任 SailPoint 和我们的团队来解决复杂的挑战。SailPoint 正在全球持续增长，扩大全球影响力为顶尖销售人员提供了加入我们优秀文化的机会。
我们被 Gartner、Forrester 和 Kuppinger Cole 等分析机构评为市场领导者，我们继续推动自己定义市场，而不是跟随分析机构或竞争对手的营销策略。组织在理解谁拥有哪些应用程序和数据的访问权限方面面临困难，而我们帮助他们回答这些关键问题。身份安全是企业风险管理的核心控制点。
我们自豪于我们的团队和所建立的文化，这使得我们的员工连续 15 年投票将我们评为“最佳工作场所”。
职位：
我们正在寻找一位高级销售主管（公共部门），负责销售我们的身份安全解决方案。
我们正在寻找一位公共部门组织的负责人。这将包括对战略销售团队的直接管理以及对相关支持职能的矩阵式领导。
该职位负责管理一支销售团队，他们直接向最终用户销售，并利用我们有影响力的渠道合作伙伴的支持来销售我们领先的 IGA 解决方案套件。该解决方案主要以 SaaS 形式提供，是组织企业安全的核心。
该职位需要有在高增长的 SaaS 或网络安全公司中带领销售团队的成功经验，最好是曾在从本地部署转向 SaaS 的过程中领导过销售的人。我们的销售经理在销售流程的所有方面都带来结构和严谨性，包括销售渠道和预测，同时还是团队的激励型领导者。
成功之路：
前几个月的活动对于在你的地区创造预期的影响和加速业务增长至关重要。
1 个月里程碑：第一个月可能更多地关注内部事务。
· 制定明确的入职计划，以最大化其价值并确保获得必要的见解。
· 评估你汇报结构中的现状，包括对人员、流程和绩效的详细分析。
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Job Description
SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.
We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.
We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.
The role:
We are seeking a Senior Sales Leader (Public Sector) to sell our Identity Security Solution.
We are searching for a Leader of our Public Sector organisation. This will include both direct management of the strategic sales team and matrix leadership of the associated supporting functions.
This position is responsible for managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market leading IGA Solution Suite. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organisation's enterprise security.
The position requires someone with a successful track record of leading sales teams within high growth SaaS or Cyber-sec organisations, and ideally someone who has lead sales during a transition from on-prem to SaaS. Our sales managers bring structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams.
The path to success:
The activities of first few months are critical to creating the desired impact and acceleration of the business within your region.
1-month milestones: First month is likely to be more internally focused.
· Approach onboarding sessions with a clear plan to maximize their value and ensure you gain the necessary insights.
· Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure.
· Work with Talent Acquisition to identify candidates for any open requisitions and develop a plan/pipeline to address any potential backfill requisitions.
· Coordinate meetings with key leadership and relevant peers, ensuring thorough preparation to maximize their value
· Engage with and establish relationships with key supporting functions beyond your immediate reporting structure.
· Familiarize yourself with our products, success stories, and key differentiators. You should be confident in articulating the SailPoint value proposition
· Passed “1st Mate” enablement badge.
2-month milestones: During your second month your focus should begin to move beyond your immediate team:
· Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
· Evaluate the status quo within your install base, your target Customers & your Partners.
· Begin to arrange meetings with Customers & Partners
· Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.
3-month milestones:
· Develop a 12-month plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
· Present the business plan to your manager & the region-specific Leadership Team
· Identify the first of any new hires that you intend to make and have start dates confirmed.
· Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
· Passed “Sailing Master” and “Quarter Master” enablement badges.
6-month milestones:
· Develop a 3-year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
· Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.
· Ability to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
· Acquired “Captain” enablement badge.
12-month milestones:
· By the end of your first year, you should be on track with established plans and have built a strong foundation for sustained growth. At this stage, you should refine and update your three-year plan based on your current position.
· Reassess and enhance the People, Process, Cadence, and Structure—both direct and indirect—to ensure continued alignment with overall goals and the ability to execute effectively.
· Maintain rigor within the forecasting process, ensuring ongoing accuracy and reliability in projections.
· Collaborate with marketing and the partner team to identify white-space opportunities within existing accounts, uncover potential new customer prospects, new logo opportunities, and pinpoint organizations with compliance, governance, or business drivers necessitating an IGA solution.
· Ensure that pipeline is 3x quota.
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
Originally posted on Himalayas