Competitive Strategy Manager
Job Summary
Job Description
SailPoint, a leader in Identity Security, serves half of the Fortune 500, providing solutions for understanding and managing access to applications and data. Recognized by top analysts, SailPoint defines the market, making identity security a central control point for enterprise risk management. The company is seeking a Competitive Strategy Manager, a role blending GTM strategy with hands-on operations. This individual will drive key deal wins and serve as a crucial source of analysis for senior executives, contributing to SailPoint's continued market leadership and award-winning culture.
Must have:
- Lead data-driven sales analysis to understand SailPoint differentiators, trends, and how we win
- Set KPIs and execute competitive strategy, sales plays, and strategic pursuits to achieve these goals
- Participate in customer-facing engagements and support sellers with financial modeling or presentation materials
- Drive continuous improvement by identifying best practices and bottlenecks to optimize our sales processes that improve our win rates
- Collect and synthesize field feedback and insights from customers, sellers, channel, and industry analysts
- Perform thorough public research and analyses to keep a pulse on the market
- Act as the source of analysis and provide a POV on market news for SailPoint executives
- Build highly effective field assets and constantly iterate based on new intel and usage metrics
- Lead wide-scale internal and external enablement sessions
- Partner with data analytics and technical sales teams to build insights
- Scale field insights for broader consumption with revenue enablement and product/digital marketing teams
Perks:
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 401(k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental support: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
5 skills required
Job Details
Successful Competitive Strategy Managers are the perfect blend of GTM strategists and hands-on operators that can flex across senior executives, sellers, and customers. You will be responsible for winning key deals and act as the “source of analysis” for most senior executives.
Responsibilities
Sales Strategy and Execution
- Lead data-driven sales analysis to understand differentiators, trends, and how we win
- Set KPIs and execute competitive strategy, sales plays, and strategic pursuits to achieve these goals
- Participate in customer-facing engagements and support sellers with financial modeling or presentation materials
- Drive continuous improvement by identifying best practices and bottlenecks to optimize our sales processes that improve our win rates
Intelligence & Market Research
- Collect and synthesize field feedback and insights from customers, sellers, channel, and industry analysts
- Perform thorough public research and analyses to keep a pulse on the market
- Act as the source of analysis and provide a POV on market news for executives
Field Enablement
- Build highly effective field assets and constantly iterate based on new intel and usage metrics
- Lead wide-scale internal and external enablement sessions
Cross-Functional Collaborations
- Partner with data analytics and technical sales teams to build insights
- Scale field insights for broader consumption with revenue enablement and product/digital marketing teams
Experience Required
- 6+ years in GTM Ops, value engineering, solutions consulting, management consulting, or competitive intelligence, ideally in high-growth or highly technical SaaS companies
- Demonstrated ability to structure complex business problems into specific action items and execute on them
- Ability to simplify technical concepts into consumable insights
Location
- Austin, TX preferred or remote across US / Canada
- Minimal travel will be required for conferences and team building activities
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About The Company
SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise.
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