MSP Channel Sales Representative, Sailpoint
Identity governance & cloud identity management
Open for applications
Identity governance & cloud identity management
1001+ employees
Open for applications
1001+ employees
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
Who you are
- 3 years of direct sales or channel experience, preferably in the Identity or Enterprise Security Software market
- Foundational understanding of managed IT services, cloud computing, cybersecurity, and other relevant technologies
- Experience in a partner-oriented sales environment
- Understanding of SaaS, sales and partner management in fast-growing software companies
- Business travel is expected for this position
- Excellent communication, presentation, and negotiation skills
- Goal-oriented mindset with a drive to exceed targets and deliver exceptional results
What the job involves
- We are seeking a dynamic and driven MSP Channel Sales Representative to join our team, focused on expanding our Identity Governance & Administration (IGA) solutions through strategic Managed Service Provider (MSP) partnerships
- This role requires a self-starter with a strong desire to develop deep skills in indirect selling, relationship management, and the identity management market
- The ideal candidate will have a proven track record in assisting partners drive go to market activities, and a working knowledge of the Identity Governance market
- Candidates should have experience working in an indirect sales environment to identify, qualify, and overachieve sales goals
- A proven track record of driving sales, achieving targets, and establishing strategic relationships within a software provider or service provider organization is a plus
- As an MSP Sales Representative, you will play a key role in positioning our IGA solutions as the preferred choice for MSPs looking to offer Identity as a Service (IDaaS) to their customers
- Build and maintain strong, long-term relationships with existing and new MSP partners
- Collaborate with MSPs to develop joint business plans that align with strategic goals and revenue targets
- Develop and execute sales strategies to help partners achieve revenue and net new logo targets for the assigned partners and/or territories
- Assist partners in driving transactional volume through the following activities:
- Generate new opportunities through demand generation efforts
- Alignment to SailPoint sales quotation, discounting, and order fulfillment processes
- Act as the initial point of contact for Partners participating in the MSP sales program focused on assigned market segments
- Utilize CRM systems to track sales activities, manage leads, and generate accurate forecasts
- Partner closely with the MSP partner’s sales team to drive sales opportunities through effective lead generation, pipeline management, and deal closure
- Participate in joint sales and marketing activities, such as events, webinars, and campaigns, to generate leads and build market awareness
- Collaborate closely with SailPoint MSP Program leadership for alignment to programmatic goals and objectives and to ensure proper visibility
- Work closely with MSP partners to enable them on the value proposition of our IGA solutions, helping them effectively position and sell to their customer base
- Provide ongoing training, support, and resources to MSP partners, ensuring they have the tools and knowledge to succeed
- Act as a subject matter expert on IGA trends and the MSP landscape, providing insights to internal teams to refine product and go-to-market strategies
- Monitor partner performance, track key metrics, and provide regular reporting on the health and success of the MSP program
- Collaborate with partner success teams to ensure MSP partners are delivering exceptional service to end customers and maximizing the value of IGA solutions
- Identify opportunities for upselling and cross-selling additional services within existing MSP customer accounts
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements in the market, SailPoint has acquired identity solutions startup SecZetta. With this move, SailPoint says it will be able to further help its clients consolidate their identities and organize their workforce data. The company also partnered with Simeio, a leading provider of Identity and Access Management services, to enhance both companies’ security capabilities and protection measures.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.5m
GRANT
Total funding: $21.8m
Company benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 4019k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental leave: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company values
- Innovation: Our solutions deliver unique, compelling value to our customers and partners. In fact, we expect to have a significant, positive impact on the bottom line. We passionately strive to help our customers run their companies better and faster. Their success breeds our success
- Integrity: We understand what is expected of us and ensure that we have the resources to meet or beat that expectation. Because we empower our employees to do the right thing and place high value on open communications, every person who works in or with our company knows they can depend on us to do what we say we’ll do
- Impact: We believe effort should not be confused with progress. We ensure that every person in our company understands what success looks like and how to get there. People succeed here based on the delivery of measurable results. And we expect people on our team to deliver those great results with a great attitude
- Individuals: We believe that the single greatest asset of a software company is people. By treating everyone in our company as a person, not a number, we create a work environment that is responsive to needs both on and off the job. We take our business very seriously, but maintain a healthy sense of balance in our lives
Company HQ
Four Points Centre, Austin, TX
Articles
Leadership
Mark McClain
(CEO)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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