Be Part of Something Bigger

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.

We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us “best places to work” – 10 years in a row.

• Sell our Identity Security Solutions to State & Local Government and Higher Education entities.
• Use previous experience in SaaS, Cybersecurity, or IAM/IGA to negotiate high-value contracts.
• Utilize the Challenger sales methodology to engage with approximately 30 target customers.
• Navigate complex accounts, generally at the C level.
• Develop and maintain trusted relationships with senior level decision makers and other key buyers.
• Develop compelling business value propositions and ultimately close business.
• Leverage the support of influential channel partners, including the GSI's like Deloitte, PwC, EY, KPMG.

The path to success:

• 1st month:
• Established internal network & led interlock meetings with virtual teams & key stakeholders.
• Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.
• Ensure you have a buddy assigned and meet with them at least once a week.
• Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint.
• Familiarize yourself with SailPoint's language of acronyms and technical terms.
• Ask your manager to share strategic and team objectives.
• Achieved “Bosun” enablement badge.
• 2nd month:
• Sorted TAM accounts into Sales priority order and reset/clean pipeline.
• Set $$ amounts next to all “A” accounts & make introductions.
• Territory plan developed, presented and signed off by Sales Management.
• Created a stakeholder map for key partners and devised approaches to connect.
• Presented pipeline growth plan to Management.
• Demonstrated SFDC hygiene with regular, accurate updates.
• Complete the Crew Member Value Proposition Tool and discuss with your manager.
• 3rd month:
• Implemented an operating cadence with virtual team.
• Developed strategies to approach “A” accounts.
• Customers from “A” accounts know who you are – relationship maps in SFDC completed.
• Achieved “1st Mate” enablement badge.
• 4th month:
• Created Account plans and Opportunity plans for all ‘A’ accounts.
• Presented forecast for self-generated opportunities.
• Shown progress through sales stages for any inbound/inherited opportunities.
• Achieved “Sailing Master” enablement badge.
• 6th month:
• Achieved strong correlation between engagement and pitch rate with all ‘A’ accounts.
• “Quarter Master” and “Captain” enablement badges completed.

Preferred qualifications:

• Bachelor's degree or global equivalent in an IT, business or sales related field.

• Business travel of approximately 50 percent yearly is expected for this position.
• Candidates can be located in Ohio, Indiana, Kentucky, West Virginia, Maryland, and Pennsylvania.
• Benefits and Compensation vary based on the location of your employment.
• As part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation.
• SailPoint maintains broad salary ranges to account for variations in knowledge, skills, experience, market conditions, and locations.
• Base salary for US-based employees: $120,100 - $171,600 - $223,100.
• Benefits:
• Health and wellness coverage: Medical, dental, and vision insurance.
• Disability coverage: Short-term and long-term disability.
• Life insurance and additional coverage options.
• Flexible spending accounts.
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Flexible vacation policy and 8 paid holidays annually.
• Sick leave and Paid parental leave.
• Employee Assistance Program and voluntary benefits.
• Health Savings Account with employer contribution.
• SailPoint is an equal opportunity employer.

Company Description

Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

• You will provide advanced post-sales engineering support for Arista's Open Networking Data Center and Campus networking deployments for our enterprise and commercial customers
• Review customer network designs for an EVPN/VxLAN Leaf-Spine architecture and make recommendations for deployment and operational efficiency
• Migrate or interconnect to/from Cisco, Juniper, and other vendors to Arista infrastructure
• Assist with configuration build-outs including creating network provisioning automation using Python and tools such as Ansible
• You will assist with proof of concepts (POC) and in-depth testing to validate design scenarios
• Provide interface between TAC, our internal development teams, and the customer
• You will become a Trusted Advisor to our customers, providing advice regarding architectural questions, product prerequisites, product features, etc.
• Translate complex business requirements into Leaf-Spine Network architectures
• Assist Pre-Sales Engineer and Account Executives with designing Network solutions
• Attend key partner events, training sessions, and provide ongoing training with the customer teams globally
• Understand the client’s business objectives and technical needs
• Meet Service Level Agreements (SLAs) for sales and clients
• Maintain professional relationships with teammates, partners, and clients
• Some travel may be required within assigned territory

Required Qualifications

• Ability to communicate across all functions within Arista, as well as with clients and partners.
• 5+ years’ working experience with network technologies including network design and deployments of Campus and Data Center networks.
• 5+ years’ minimum experience with Cisco-based technologies focusing on infrastructure and voice
• Demonstrated experience in technical post-sales, as either a Network Consulting Engineer or as an Advanced Systems (AS) Engineer preferred
• Experience with Cisco enterprise routing/switching within large data center enterprise customers (Catalyst, Nexus, ASR)
• Expert knowledge in the following areas: Ethernet, VLANs, VxLAN, EVPN, IP outing, TCP/IP, OSPF, BGP, eBGP, Multicast, QoS, WAN, Network Observability
• Expert level knowledge of industry-standard CLI
• Advanced skills with creating documentation and presentations (Office/GSuite), with the ability to write white papers as a plus
• Excellent customer service and verbal communication skills

Preferred Qualifications

• Background in Perl, Python, Scripting for creating network automation is desired
• Knowledge of leaf-spine architectures is highly desired
• Network Industry Certification preferred, such as ACE-L4, ACE-L6, ACE-L7, and others.
• Local/Regional candidates only

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law. All your information will be kept confidential according to EEO guidelines.

Summary Information about the Role:

We are looking for a passionate sales professional with 2-5 years of experience in a customer facing role selling SaaS or consulting, not necessarily in the security and compliance space. Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences!

Company Overview:

Drata is on a mission to help build trust across the internet.

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.

• Responsible for bringing new partners on board and consistently growing revenue by exceeding revenue targets/quota
• Identify prospects based on their mission alignment
• Develop and execute strategies for driving partnerships and revenue
• Build and manage your pipeline of prospects; become an expert on a region and understanding the complexities of that specific market
• Consult senior executives to discover their needs and educate them through an accelerated buying process
• Identify opportunities to improve our product offering based on deep understanding of the needs of our partners

Required Qualifications:

• 2-5 years of experience in a customer-facing B2B SaaS Sales role, with at least 2 years in a closing new business capacity

Preferred Qualifications:

• Preferred background in the start-up space
• Self-starter who brings ideas to life and takes pride in results
• Resourceful, finding ways to get things done regardless of the obstacles
• Mission-Driven and focused on using talents to make the world a better place
• Organized and detail-oriented with an ability to handle a variety of different projects
• A talented communicator and a “people person” who enjoys working with others. You are thoughtful about the ways you communicate and the impact that may have on a customer. You have the ability to sense when a conversation is progressing in a positive or negative way and have the confidence to address concerns.
• Confident but always striving to do better. You are not afraid to ask for help. You value honest, action-oriented feedback and believe it is a tool to improve as a team.

• Benefits:

• Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge

• HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)

• 100% paid short and long term disability plus life + AD&D benefits

• Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities

• Flexible Time Off: Flexible vacation policy for strong, fully charged batteries

• 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child

• Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office

• 401K: Reach your financial goals while reducing your taxes

• This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $170,000 - $210,000, subject to change.

• A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.