GVP, Strategic Sales - East

SailPoint is the leader in Identity Security for the modern enterprise. Harnessing the power of AI and machine learning, 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 a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services-built SaaS IGA solution and AI and machine learning Identity Security platform.  Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk. 

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 GVP, Strategic Sales - East is responsible for the oversight of our east strategic sales team at a fast-growing SaaS company. This leadership position is responsible for managing our strategic business processes, reporting metrics, key relationships, and our team of 32 sales professionals, including 4 RVP, Strategic Sales. This role leads the East Strategic Sales organization in selling to end users and channel partners, using all sales channels to promote our Identity Management solutions. This role reports to the SVP, Sales – Americas. 

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 install base, your target Customers & your Partners. 

• Begin to arrange meetings with Customers & Partners  

• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.   

• Ensure that 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 either the relevant Leadership Team (EMEA, AMS or APAC) and subsequently the Global Executive Team to gain support. 

• 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 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. 

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 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 quota