Remote (Europe – France, Germany, Spain, Italy, UK, Belgium, Netherlands, Sweden)
As the market leader in Identity Security, SailPoint continues to grow globally. Expanding our global presence creates opportunities for top sales professionals to become a part of our awesome culture.
We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics:
Smart: Our people are the best and the brightest in our field and are always looking to grow and learn more.
Determined: With the right training and resources, our people drive their own projects, without micromanagement.
Communicative: Knowing what's going on in the company and in the industry requires two-way communication, both from our employees and from our leadership.
Collaborative: We're all on the same crew, and we like working both on our own and with each other, whether in the office, at community events or brainstorming over happy hour.
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Enterprise Channel Sales Manager, EMEA We are seeking an experienced, highly motivated Enterprise Channel Sales (ECS) Manager to lead our European team of Partner-aligned Account Executives. This leadership position is responsible for managing a team of sales professionals who sell a complex solution suite to net new logos with 500-2000+ employees. The team is aligned to our key Partners and sells by leveraging their customer base and relationships.
Presently there are 6 direct reports based across UK, France and Germany with further European expansion planned. SailPoint uses SFDC for sales activity recording & Clari for forecasting. The successful candidate will have a successful SaaS sales background, a demonstrable track record leading such a team and experience in driving a sales methodology to deliver value focused proposals to end-users via an indirect channel.
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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. Arrange to meet key members of your leadership team and 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.
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 Prospects & your Partners. Arrange meetings with aligned Partners. Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.
Month 3 objectives: You should have identified the first of any new hires that you intend to make and have hiring reqs in place and a pipeline of candidates being built. Develop plans with marketing and the partner team to access greenfield accounts with potential for new logo opportunities that have compliance/governance requirements and/or business drivers requiring an IGA solution. Ensure that pipeline is 3x quota.
By 6 months: Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan. You should be able 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. Ensure that pipeline is 3x quota.
By 12 months: You should re-analyse/improve/refine the People; Process; Cadence; Structure, both direct and indirect to ensure they continue to be supportive of the overall goals and able to execute against them. Ensure that there continues to be sufficient rigour within the forecasting process, demonstrated by continued accurate forecasting.
You should continue to 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. Ensure that pipeline is 3x quota.
SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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