Federal Director Of Sales

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise.  SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture. 

We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform.  Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us “best places to work” – 10 years in a row.

Federal Regional Director of Sales

We are searching for a Leader of our Federal sales team.  This will include both direct management of the sales team and also matrix leadership of the associated supporting functions.  This is a first line leadership role with 6 direct reports.

This position is responsible for managing a team of sales professionals who sell to end users directly and also 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 organizations enterprise security. 

The position requires someone with a successful track record of leading sales teams in Federal space 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 leaders 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.

Month 1 objectives:  First month is likely to be more internally focused.

• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. 
• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure. 
• Work with TA to identify candidates for any open reqs and develop a plan/pipeline to address any potential backfill reqs.
• Arrange to meet key members of your leadership and related peers. Prepare for those meetings to get the maximum benefit from them. 
• Meet and begin to build relationships with supporting functions outside of your immediate reporting structure.
• Learn about our products, success stories and what sets us apart from our competitors.  You should be comfortable pitching the SailPoint value proposition.
• Passed “1st Mate” enablement badge.

Month 2 objectives:  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. 
• Complete Top Gun Training, Phase 1.

Month 3 objectives: 

• 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 Americas Leadership Team
• You should have identified 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.

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