Total 4 job vacancies by Sailpoint Technologies Pte. Ltd.

The SailPoint Technical Account Manager (TAM)| Escalation Manager provides the best possible customer service to the company’s most important customers. They bring deep knowledge of SailPoint’s products, related technologies, and their customers’ deployments to solve problems quickly and provide proactive guidance.

The TAM & Escalation Manager is a Hybrid and elite role in SailPoint’s customer support organization, with advanced technical, problem solving, account management, and customer interaction skills. To that end, TAMs support a small set of customers, typically 6 to 8. This role has wide discretion to act in the best interest of their customers and orchestrating assistance from any other technical support, professional services, sales, or engineering organizations. As the members of the customer support organization in APAC, TAMs also mentor the more junior members of the Technical Support team and help them develop their technical and customer interaction skills.

Within 1 month:
You will complete corporate onboarding and the self-paced Identity University training for IdentityIQ (IIQ) and IdentityNow (IDN) essentials.

Within 3 Months:
You will be shadowing other TAM calls and attending support case discussion and troubleshooting calls. Someone with previous TAM experience may start taking one account around this time. You will tackle advanced courses for IIQ/IDN that are self-paced and/or instructor led. You will be familiar with Salesforce, Gainsight, and ServiceNow and assist other TAMs in their accounts.

As an escalation manager any form of technical escalation needs to be attended during your business hours and continue to work with the teams to de-escalate the situation thus providing best customer experience in a dire situation. As an escalation manager you are expected to cover for other Geos escalations also during APAC hours which may or may not require active involvement. Part of escalation management would be Exec level calls, CRIT-SIT meeting for the accounts escalated and Reporting these over, weeks, quarters, years.

Within 1 year:
You will have received a full case load of 6-8 accounts and will be managing biweekly client calls. You will engage the CSE or engineer assigned to tickets and help drive resolutions.

Responsibilities:

• Serves as main point of contact for technical support issues
• Works closely with the Designated Senior Support team focused on customer’s tickets
• Leads escalation responses
• Conducts regular Support ticket review calls with their accounts to ensure ticket prioritization and customer expectations are understood
• Drives elimination of any customer or internal bottlenecks impeding problem resolution
• Provides proactive guidance, encourages adoption, and assists with technical questions regarding SailPoint’s products
• Manages the status and internal/external communication of Support tickets
• Collaborates with support management to orchestrate support response beyond the TAMs direct capability
• Conducts regular reviews of service delivery quality, industry threat assessments and solicits feedback on service delivery
• Works closely with Customer Success Managers to ensure SailPoint post-sales experience exceeds customer’s needs.

Requirements:

• 5+ years' software support experience to include customer-facing technical support - preferably in enterprise security software product companies
• Proven track record of seeking, learning, and effectively applying technical information available from various sources, including documentation, online sources, practical testing and experimentation, and the knowledge of other technical professionals
• Ability to provide rigorous and detailed descriptions of problems and features to product developers and managers, and to update descriptions, status, and information in a well-organized manner. Experience with Database Administration (Oracle, Sybase, MSSQL, MySQL)
• Experience on both Windows and Unix (Linux, Sun, HP, AIX) platforms
• Experience with XML, SQL and a J2EE / Java EE 5 Application Server such as Tomcat, WebSphere, or WebLogic
• Familiarity with programming and web technologies such as Java/BeanShell, JavaScript, SPML/SOAP, JSF, and Log4j
• Familiarity with identity management provisioning systems (Sun, Oracle, IBM, Novell) a plus
• Experience with SailPoint’s product suite is preferred but not required
• Excellent written and verbal communication skills. Proven ability to listen and empathize with the customer’s situation. An understanding of when to employ different interpersonal interaction techniques depending on the situation.

Education:

• BA/BS or global equivalent experience
• CS or Engineering degree a plus

Location:

• Singapore, and some travel to Austin HQ, APAC locations may be required for team events.

As an advisory solution consultant, you are part of SailPoint presales organization, and will be working with our sales teams to support direct and indirect sales efforts. Your thorough understanding of Identity, Governance, User Administration and Access Management coupled with your excellent communication skills will enable you to effectively articulate the value of SailPoint solutions to both technical and non-technical audiences. Expertise in discovering customer requirements, aligning SailPoint solutions to address identity challenges and demonstrating product capabilities is essential to success in this role.

Responsibilities:

• Actively participate in sales process and work closely with direct and channel sales teams.
• Discover and understand customer requirements and align SailPoint solutions to those requirements via workshops and maturity assessment.
• Present SailPoint solution, business values and competitive differences.
• Provide product demonstrations to prospective customers.
• Assist in developing RFP responses.
• Lead evaluation workshops and Proof of Concept activities.
• Provide feedback to Product Management on product enhancements.
• Mentor and coach new sales and presales team members on SailPoint solution.
• Provide technical leadership in sales cycles and align technical activities with sales process.
• Engage senior execs and articulate business values of identity security.
• Contributes customer success stories, white papers, blogs and social media posts that show our expertise in the Identity Security Market.
• Actively participate in internal meetings, knowledge sharing sessions and enablement.

Requirements:

• 10+ years professional experience as a pre-sales technical resource in an enterprise software company
• 5+ years working with Identity, Governance and Access Management solutions.
• Excellent written and verbal communications skills.
• A working knowledge of technical infrastructure including application servers, databases, virtualization and directories is required.
• Familiarity with Java, XML, LDAP, SQL is desirable.
• Understanding of Cloud platforms like Azure, Google and AWS is desirable.
• Ensure proposed deals include technical solutions that accurately address customer needs, and appropriately supported by key customer technical decision-makers.
• Lead and engage in technical conversations with customers.
• Work with Product team to improve roadmap based on technical experience with customers.
• Understand and ability to explain Identity Security processes, deployment models & best practices.
• Regional travel is expected.

Our sales crew tackles their goals through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, territory design, and sales process optimization. This team is a core piece of the company's success and uses their soft skills and powers of persuasion to help communicate ideas to customers and prospective clients. On this crew you will bring your skills and innovative ideas to the table, and help us create an environment that will continue to attract the most talented professionals in the sales industry.

SailPoint is seeking a Sales Engineer. You will be working with our sales teams to support our direct and indirect sales efforts across multiple regions. Your thorough understanding of Identity Governance, Access Management, and Data Access Governance coupled with your excellent communication skills will enable you to effectively articulate and demonstrate the value of SailPoint solutions to both technical and non-technical audiences. Expertise in discovering customer requirements, demonstrating product capabilities, executing Proof of Concepts (POCs) and leading Enterprise Architecture discussions is essential to success in this role.

Responsibilities:

• Actively participate in the sales process and work closely with the direct and channel sales teams
• Lead onsite and remote Proof Of Concept evaluations
• Discover and understand customer requirements and align our solutions to those requirements
• Present SailPoint business functions, value and competitive differences
• Provide product demonstrations to prospective customers
• Provide technical sales enablement to in-region sales engineers
• Provide feedback to Product Management on product enhancements

Requirements:

• 5+ years professional experience as a pre-sales technical resource in an enterprise software company
• 3+ years implementing/configuring Identity Governance and Access Management solutions
• Excellent written and verbal communications skills
• A working knowledge of technical infrastructure including application servers, databases, virtualization and web services is required
• Proficiency with implementing business logic/workflow in programmable language (e.g., Java, Javascript, PowerShell, etc.) is required
• Hands-on experience with XML, LDAP, SQL is desirable

Education:

BA/BS required

We are seeking an experienced Enterprise Sales Executive, to sell our IGA Solution Suite to enterprise organizations. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization's enterprise security. The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level. The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.

Using the Challenger sales methodology, quota will be achieved by engaging with key customers in target verticals: typically there will be a large number of POC’s, BVA’s & RFP’s as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI’s, such as Deloitte, PwC, KPMG, Accenture. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

The path to success:

In setting the right foundations, our most successful hires achieve these things during their first month with the company.

• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. These sessions should equip you with sufficient knowledge to achieve the rest of your month one milestones.
• Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them.
• Establish internal network & lead interlock meetings with virtual teams & key stakeholders including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success & Marketing.
• Learn about our products, success stories and what sets us apart from our competitors. You should be comfortable pitching the SailPoint value proposition.
• Map and segment existing customers & new logo opportunities within your territory.
• Sort accounts between A, B, C priority and reset/clean pipeline.
• Set $$ amounts next to all “A” accounts & make introductions with them.
• Passed “1st Mate” enablement badge.

Building on those foundations, and demonstrating a high level of activity & application, you should have achieved these milestones by the end of your first quarter.

• Work with marketing and our 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.
• You should have developed your territory plan, particularly in regard to strategies to approach “A” accounts - presented to & signed off by Management.
• You should have met key partners that are influencers in your “A” accounts.
• Customers from “A” accounts should know who you are.
• Developed an effective process/formula for client engagement calls, emails, meetings and account planning.
• Implemented an operating cadence with virtual team (meetings in place with clear purpose).
• Fully used Challenger during the sales cycle – exec engagement & alignment, approval process, signatory process, vacation plans, creating tension etc.
• Become a regular user of Sprout Social and develop a good cadence of digital messaging.
• Demonstrated SFDC hygiene with regular, accurate activity and updates.
• Passed “Sailing Master” and “Quarter Master” enablement badges.

By the end of your second quarter, in addition to the attainment and continued development of your Q1 activities, the best performing sales people will:

• Use Salesforce & Challenger to inform accurate forecasting.
• Continue to build a pipeline aiming for 3x quota.
• Met with all of the key decision makers within your target accounts and have developed a detailed account plan for each.
• Presented forecast for self-generated opps & expected time to 1st sale.
• Shown progress through sales stages for any inbound opps (from 5-40).
• Acquired “Captain” enablement badge.

To identify the conclusion of a successful & rewarding first year at SailPoint you will:

• Continue to improve and refine all of the activities detailed against the previous quarters.
• Achieve your sales quota.
• Continued to build pipeline aiming for 3x quota.

Education:
Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.

Experience Requirements:
- 7 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries
- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
- Proven negotiation skills and the ability to persuade and influence decision makers and executives is required Effective at presenting to executive management, i.e. C-Level
- Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills