Advisory Solutions Consultant - Enterprise

Description

The company builds an AI-driven security platform for autonomous governance. It uses AI and machine learning to manage who gets the right access to which identities and technology resources, at the right time, at the scale large enterprises need.

Employees have voted the company a best place to work for 15 years in a row.

Responsibilities

• Join the US Southeast sales regions as a pre-sales solution engineer for enterprise accounts, using your technical skills and business judgment to help the company grow.
• Take an active part in the sales process, working with direct and channel sales teams.
• Learn what each customer needs and match our solutions to those needs.
• Explain the company's business functions, their value and how they differ from competitors.
• Run product demonstrations for prospective customers.
• Help draft RFP responses with the RFP response team.
• Take part in onsite and remote Proof of Value (POV) evaluations.
• Share feedback with Product Management on product improvements.
• In your first 4 months, learn the identity security and identity management space.
• In your first 4 months, take part in demos and training on best practices, presentation skills and negotiation.
• In your first 4 months, run initial IGA demos and discussions.
• In your first 4 months, complete revenue onboarding with a deep dive into Challenger Sales.
• In your first 4 months, sharpen technical discovery in SE Scrum groups.
• In your first 4 months, pitch to Account Executives (AEs) to refine your messaging and build relationships.
• In your first 4 months, build working relationships with Customer Success Managers, Product Management, Professional Services and Partners.
• In your first 4 months, coordinate with AEs before and after client calls to link what you present to business value.
• Within 6 months to 1 year, help build new technical collateral for company-wide use.
• Within 6 months to 1 year, deepen your knowledge of IT audit and of SOX, HIPAA, NERC-CIP, GDPR and CCPA.
• Within 6 months to 1 year, speak at national or regional conferences and meetups.
• Within 6 months to 1 year, build your personal brand through networking.
• Within 6 months to 1 year, present the company's value as a strategic purchase.
• Within 6 months to 1 year, discuss business matters with non-IT clients such as HR, Finance, risk management, counsel and lines of business.
• Within 6 months to 1 year, speak the language of identity security fluently.

Requirements

• 5+ years of professional experience as a pre-sales technical resource at a B2B enterprise software company.
• Strong written and verbal communication skills.
• Working knowledge of technical infrastructure, including web services, application servers, databases, virtualization and directories, is required.
• Understanding of modern SaaS architecture.
• Desirable: Java, XML, LDAP, SQL, JSON, and Azure, AWS or GCP.
• Preferred: 3+ years working with Identity, Governance and Access Management solutions.
• 8 years of related experience. A BA/BS or global equivalent is preferred but not required.

Conditions

You must live in a major city in Texas.

Expect about 25% travel, mainly within the Southeast US, and be willing to travel within the US as needed.

Benefits and compensation depend on your work location and type of employment.

The role may be eligible for the Corporate Bonus Plan or a role-specific commission, and possibly equity participation.

Pay is set within broad ranges that reflect knowledge, skills, experience, market conditions, location, products, lines of business and internal peer equity. Most candidates are placed based on these factors.

For US-based employees, the expected base salary range is $119,210 to $200,965.80 USD.

Base salaries for other locations are competitive for the employee's home location.

Benefits

• Medical, dental and vision insurance.
• Short-term and long-term disability cover.
• Life insurance and Accidental Death & Dismemberment (AD&D) cover.
• Supplemental life cover for employees, spouses and children.
• Flexible spending accounts for healthcare and dependent care, plus a limited purpose option.
• 401(k) savings and investment plan with company matching.
• Flexible vacation policy.
• 8 paid holidays a year.
• Sick leave.
• Paid parental leave.
• Employee Assistance Program (EAP) and Care Counselors.
• Optional voluntary cover: legal assistance, critical illness, accident, hospital indemnity and pet insurance.
• Health Savings Account (HSA) with employer contribution.