Technical Specialist, EMEA

 
SailPoint is the leading AI-driven security platform, providing autonomous governance that best addresses the needs of the modern enterprise. SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale of our enterprise customers' demand.   

We are proud of our team and the culture we have built, which has led to our employees voting us “best places to work” for 15 years in a row.  

The role:  

SailPoint is seeking a Technical Specialist to join the Technical Evaluation Services (TES) team, supporting the EMEA sales region. The TES team is responsible for delivering our most complex and advanced Proof of Value (PoV) to prospects during the sales cycle. As a member of the TES team, you will already have a deep understanding of Identity Security, together with a wide variety of application and SaaS connectivity experience. You will work closely with our sales teams by applying your technical abilities and business acumen to support SailPoint’s growth objectives.  

Responsibilities:  

• Review, prioritise, and agree on the PoV use-cases with the account team and the prospect, ensuring they are achievable within the overall business context and timeframe. 

• Ensure the applications and systems required within the PoV are available and configured. 

• Complete all the required use-cases before final presentation(s) to the prospect. 

• Support the Lead SE in presenting the use cases back to the prospect in a logical and structured manner, ensuring they demonstrate the value of the SailPoint platform. 

• Document any re-usable assets generated during the PoV that would be beneficial to the wider SE community. 

• Discover and understand customer requirements and align our solutions to those requirements.  

• Present SailPoint business functions, value, and competitive differences  

• Support the Lead SE with product demonstrations to prospective customers  

• Provide feedback to Product Management on product enhancements  

Requirements: 

• Excellent technical knowledge of the SailPoint platform and products 

• Excellent integration knowledge of third-party enterprise applications frequently part of a PoV, e.g., SuccessFactors, MS Entra, SAP, ServiceNow, Workday.  

• An excellent background in SaaS and SaaS connectivity (APIs) 

• Excellent written and verbal communication skills  

• A working knowledge of technical infrastructure, including web services, application servers, databases, virtualisation, and directories, is required  

• Conversant in modern SaaS architecture  

• Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable  

• 3+ years working with Identity, Governance and Access Management solutions is preferred  

Our ideal candidate possesses:   

1) Technical pre-sales experience in complex enterprise environments  

2) Thorough understanding of Identity, Governance, User Administration, and Access Management.   

Must-have attributes:  

• Exceptional communication skills  

• High EQ, expertise in discovering customer requirements  

• The ability to articulate and demonstrate enterprise solutions aligned to business outcomes.  

Path to Success:  

Within the first 4 months, you will:  

• Learn the core SailPoint platforms of Identity Security Cloud and IdentityIQ   

• Manage all aspects of the PoV and discussions with the Lead SE and Account Team 

• Attend Revenue Onboarding for a deep dive into Challenger Sales training  

• Navigate internal relationships with SE managers, Account Execs and lead SEs  

Within 6 months to 1 year, you will:  

• Contribute to building new technical collateral for organisation-wide use  

• Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPA  

• Proactively network and build your own personal brand  

• Articulate the business value of SailPoint as a strategic sale  

• Communicate at the business level with clients outside of IT, such as HR, Finance, risk management, counsel, and lines of business.  

• Be fluent in the language of Identity Security.  

Location:  

• This is an EMEA role, with preference to being based in Spain (Madrid), Germany or the UK.  

Education:  

• Preferred, not required: BA/BS or global equivalent  

• 8 years of related experience