SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row. The role: Regional Vice President - Identity SecurityLocation: Melbourne (Remote)Territory: ACT, VIC, SA, TAS, WA Attributes We’re Looking ForWe are looking for a top-tier sales leader with the credibility to lead from the front and the maturity to scale through others.You:Proven background as a successful enterprise seller & sales leader with strong commercial judgementSets high performance expectations and balances firmness with empathy when coaching through challengesAble to quickly understand complex value propositions and add value in senior customer conversationsExercises good judgement about when to step into deals and when to step backBrings clarity, calm and direction in a fast-moving, high-growth environmentCommunicates clearly and transparently, particularly around pipeline, deals and forecastsComfortable managing both downwards and upwards in a results-driven organisationResponsibilitiesOwn and deliver the regional revenue plan across ACT, VIC, SA, TAS & WALead a current growing team of 6 Account ExecutivesMaintain pipeline quality, forecast accuracy and Salesforce disciplineProvide leadership on priority deals and strategic accountsSet and maintain a clear operating cadence across forecasting, pipeline reviews and performance managementPartner with Marketing, Channel, Product and Customer teams to drive regional outcomesSupport demand generation and market presence, including marketing initiatives and selective public engagementsLead adoption of new products, sales plays and go-to-market initiativesBuild and sustain a high-accountability, collaborative regional culture 30–60–90–180–365 Day MilestonesFirst 30 Days – Learn, Assess, Set FoundationsFocus: Internal understanding and baseline assessment.Approach onboarding and enablement with a clear plan to maximise valueAssess the current state across People, Process, Cadence and StructureBuild relationships with key leaders, peers and supporting functionsPartner with Talent Acquisition on open roles and potential backfill planningDevelop a strong understanding of products, customer success stories and key differentiatorsConfidently articulate the SailPoint value propositionBegin direct engagement with customers and partnersDrive early revenue by quickly engaging in active dealsComplete “1st Mate” enablement badgeDays 31–60 – Broaden Perspective, Lift DisciplineFocus: Extend beyond the immediate team and improve predictability.Assess People, Process, Cadence and Structure across non-direct support functionsReview the install base, target customers and partner landscapeDevelop a 12-month regional business plan with clear milestones and actionsPresent the plan to your manager and regional leadershipEvaluate pipeline quality and forecasting rigour, identifying short- and long-term improvement opportunitiesDays 61–90 – Plan, Align, Prepare to ScaleFocus: Set direction and build momentum.Identify initial hiring needs and confirm start datesPartner with Marketing and Channels to identify whitespace across existing customers, new logo opportunities, and accounts with compliance or governance-driven Identity Security needsComplete “Sailing Master” and “Quarter Master” enablement badges6 Months – Optimise and Demonstrate ImpactFocus: Execution quality and measurable improvement.Develop a 3-year regional plan with clear milestones and prioritiesRefine People, Process, Cadence and Structure to support sustained growthDemonstrate tangible improvements in execution, process and/or resultsComplete “Captain” enablement badge12 Months – Scale with ConfidenceFocus: Sustained performance and forward momentum.Be on track against established plans with a strong foundation for growthRefresh the 3-year plan based on current performance and market conditionsReassess and strengthen People, Process, Cadence and Structure across direct and indirect teamsMaintain strong forecasting discipline with consistent accuracyPartner with Marketing and Channels to expand whitespace, new logo and compliance-driven opportunitiesMaintain pipeline coverage of at least 3x quotaSailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
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