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. Wicked 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. ***CAE Manager, EMEA We are seeking an experienced, highly motivated CAE Manager to lead our EMEA team of Corporate 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 500-1500 end users. The team sells directly and also leverages the support of our influential channel partners. Presently there are 6+ direct reports. SailPoint uses Challenger Methodology & Clari for forecasting. The successful candidate will have a demonstrable track record leading such a team and experience effectuating our supporting methodology/technologies.***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 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. You should be comfortable pitching the SailPoint value proposition.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.Begin to arrange meetings with Prospects & Partners Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement. Ensure that funnel is 6X quota; pipeline is 3x quota.Month 3 objectives: Develop a 3 year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.Present the business plan to gain support of your leadership and subsequently the EMEA 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 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 quotaBy 12 months:You should have achieved the goals and milestone set out in your 3 year plan.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 quotaSailPoint 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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