Advisory Solutions Consultant - Enterprise

Description

The company makes an AI-driven security platform that delivers autonomous governance to large enterprises. It uses AI and machine learning to give the right identities and technology resources the right access at the right time, at the scale enterprise customers need.

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

Responsibilities

• Work as a pre-sales Solution Engineer, titled Advisory Solution Consultant, supporting Enterprise accounts in the US Southeast sales regions.
• Apply your technical skill and business judgment to help sales teams hit growth goals, working with both direct and channel sellers.
• Take an active part in the sales cycle.
• Learn what customers need and match our solutions to those needs.
• Explain the company's business functions, the value they deliver and how they differ from competitors.
• Run product demonstrations for prospective customers.
• Help write RFP responses alongside the RFP response team.
• Take part in Proof of Value (POV) evaluations, onsite or remote.
• Give Product Management feedback on product enhancements.
• In your first 4 months, learn the identity security and identity management market, run first IGA demos and discussions, and complete training in demos, best practices, presentation skills and negotiation.
• Also in the first 4 months, complete Revenue Onboarding with its Challenger Sales training, build discovery skills in SE Scrum groups, and pitch to Account Executives (AEs) to refine messaging.
• Build relationships with Customer Success Managers, Product Management, Professional Services and Partners, and sync with AEs before and after client calls to tie your presentation to business value.
• Within 6 months to 1 year, help build technical collateral for company-wide use and deepen your knowledge of IT audit, SOX, HIPAA, NERC-CIP, GDPR and CCPA.
• Within 6 months to 1 year, speak at national or regional conferences and meetups, grow your personal brand, and explain the business value of the company as a strategic sale.
• Within 6 months to 1 year, talk business-level with non-IT clients such as HR, Finance, risk management, counsel and lines of business, and become fluent in identity security.

Requirements

• Bring 5+ years of professional experience as a pre-sales technical resource at a B2B enterprise software company.
• Communicate clearly in writing and in speech.
• You must have working knowledge of technical infrastructure, including web services, application servers, databases, virtualization and directories.
• Understand modern SaaS architecture.
• Desirable: familiarity with Java, XML, LDAP, SQL, JSON, and Azure, AWS or GCP.
• Preferred: 3+ years working with Identity, Governance and Access Management solutions.

Conditions

Living in Georgia, North Carolina or South Carolina is preferred.

Expect about 25% travel, mainly within the US Southeast, and travel within the US will be necessary.

Education: a BA/BS or global equivalent is preferred but not required; 8 years of related experience is listed alongside it.

Benefits and pay vary by work location and type of employment.

The total package may include the Corporate Bonus Plan or a role-specific commission, with possible equity participation.

Salary ranges are broad to reflect differences in knowledge, skills, experience, market conditions, location, products, industries and lines of business. Placement depends on those factors and internal peer equity.

The estimated base salary for US-based employees is $119,210 to $200,965.80 USD.

Base pay for other locations is competitive for that home location.

Benefits

• Medical, dental and vision insurance.
• Short-term and long-term disability coverage.
• Life insurance and AD&D coverage.
• Supplemental life insurance for employees, spouses and children.
• Flexible spending accounts for health care and dependent care, plus a limited purpose account.
• 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 and Care Counselors.
• Optional voluntary coverage: legal assistance, critical illness, accident, hospital indemnity and pet insurance.
• Health Savings Account with employer contribution.