Advisory Solutions Consultant

Description

The company offers an AI-driven security platform for autonomous governance, helping enterprises deliver the right access to the right identities and technology resources at the right time, at the scale large customers need.

The team has been voted a best place to work by its employees for 15 years running.

Responsibilities

• Support the sales teams in Eastern Europe across all account types, combining technical skill with business judgment to help drive growth.
• Take an active part in the sales process alongside direct and channel sales teams.
• Uncover customer needs and match them to the right solution.
• Present the company's business functions, value and points of difference from competitors.
• Run product demonstrations for prospective customers.
• Help write RFP responses with the RFP response team.
• Take part in on-site and remote Proof of Value (POV) evaluations.
• Pass product enhancement feedback to Product Management.

Requirements

• Fluent in Polish and English.
• 5+ years of professional pre-sales technical experience at a B2B enterprise software company.
• Strong written and verbal communication.
• Working knowledge of technical infrastructure, including web services, application servers, databases, virtualization and directories, is required.
• Comfortable with modern SaaS architecture.
• Familiarity with Java, XML, LDAP, SQL, JSON and Azure, AWS or GCP is desirable.
• 3+ years working with Identity, Governance and Access Management solutions is preferred.
• The ideal candidate has technical pre-sales experience in complex enterprise environments and a thorough understanding of Identity, Governance, User Administration and Access Management.
• The ideal candidate communicates exceptionally well, has a high EQ, and is skilled at uncovering customer requirements.
• The ideal candidate can explain and demonstrate enterprise solutions in terms of business outcomes.
• First 4 months: learn the Identity Security and Identity Management space; take part in demo best practice, presentation skills and negotiation training; handle initial IGA demos and discussions; complete Revenue Onboarding with a deep dive into Challenger Sales training; build technical discovery skills in SE Scrum groups; pitch to Account Executives (AEs) to refine messaging and build relationships; work with Customer Success Managers, Product Management, Professional Services and Partners; coordinate with AEs before and after client calls to link what is shown to business value.
• 6 months to 1 year: help build new technical collateral for company-wide use; build familiarity with IT audit, regulatory frameworks (SOX, HIPAA, NERC-CIP, GDPR, CCPA); speak at national or regional conferences and meetups; build your own professional profile; present the company's value as a strategic sale; talk business with non-IT clients such as HR, Finance, risk, counsel and lines of business; speak the language of Identity Security fluently.

Conditions

Must be a permanent resident of Poland.

Expect 10-15% travel, with willingness to travel within Eastern Europe.

A BA/BS or global equivalent is preferred but not required, and 8 years of related experience is noted as an alternative.