Advisory Solutions Consultant (Healthcare)

Solution Engineer - Healthcare
SailPoint is seeking a Healthcare Advisory Solution Consultant (pre-sales Solution Engineer) to support the US West sales region for healthcare accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint's growth objectives.
You will bring this knowledge of the healthcare industry:

• Experience working for or supporting Health Systems and Hospitals,
• Experience with electronic medical record (EMR) platforms such as Epic, Cerner, or MEDITECH,
• Understanding of clinical applications and supporting user access to applications, and
• Understanding of current challenges for healthcare organizations, as well as Health Data Privacy Laws and regulations.

Within the first 4 months you will:

• Learn the IGA and Identity Management space
• Participate in demos best practices training, presentation skills training, negotiation,
• Handle initial demos and discussions in IGA
• Attend Revenue Onboarding for a deep dive into Challenger Sales training
• Hone technical discovery skills through SE Scrum groups
• Pitch to Account Executives (AEs) to master messaging and build relationships
• Navigate internal relationships with Customer Success Managers, Product Management, Professional Services, and Partners
• Coordinate with AEs before and after client calls, tying what is presented back to business value

Within 6 months to 1 year, you will:

• Contribute to building new technical collateral for organization-wide use
• Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPA
• Speak at national or regional conferences and meet ups
• Proactively network and build your own personal brand
• Articulate the business value of SailPoint as a strategic sale
• Communicate at the business level with clients outside of IT, such as HR, Finance, risk management, counsel, lines of business
• Be fluent in the language of IGA

Responsibilities:

• Actively participate in the sales process and work closely with the direct and channel sales teams
• Discover and understand customer requirements and align our solutions to those requirements
• Present SailPoint business functions, value, and competitive differences
• Provide product demonstrations to prospective customers
• Assist in developing RFP responses in coordination with our RFP response team
• Participate in onsite and remote Proof of Concept evaluations
• Provide feedback to Product Management on product enhancements

Requirements:

• 5+ years professional experience as a pre-sales technical resource in an enterprise software company
• 3+ years working with Identity, Governance and Access Management solutions
• Excellent written and verbal communications skills
• A working knowledge of technical infrastructure including web services, application servers, databases, virtualization, and directories is required
• Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable

Please do not disqualify yourself if you don't tick all the boxes for the "ideal candidate"!
The ideal candidate possesses:
1) technical pre-sales experience in complex enterprise environments; and 2) thorough understanding of Identity, Governance, User Administration, and Access Management. If you only have one of the above, we still want to meet you. Your most important attributes are attitude and aptitude. Successful crew members come from diverse experiences such as: technical pre-sales for similar enterprise software solutions including business process automation, HCM, ITSM, etc.; identity solution delivery (as a customer, system integrator, etc.), and so on.
Must-have attributes include exceptional communication skills, high EQ, expertise in discovering customer requirements, and the ability to articulate and demonstrate enterprise solutions aligned to business outcomes.
Location:

• Residence in CA, OR, WA, TX, AZ is required.
• Travel in the Western US up to 25%

Education:

• BA/BS or global equivalent; 8 years of related experience preferred, not required

#LI-REMOTE #LI-AS1
SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.