Principal Solutions Engineer – Application Access Governance (AAG) - EMEA

1. Go-to-Market Strategy for AAG:

• Collaborate with internal stakeholders to craft and execute the overall sales strategy for the Converged Identity Platform, but with focus on the Application Access Governance (AAG)portion of the platform, ensuring alignment with business objectives.
• Take a leadership role in sales conversations/presentations and act as a trusted advisor throughout the customer lifecycle, from prospecting to post-sale, with a focus on maximizing revenue and ensuring customer success.
• Identify market trends, customer needs, and competitive dynamics to adjust sales strategies and drive growth.
• Engage and build relationships with Partners in the region to drive revenue growth and product adoption across EMEA.
• Use social media to evangelize and increase your personal and company profile.

2. Sales Execution and Revenue Growth:

• Drive profitable subscription revenue growth in alignment with the company’s strategic goals.
• Develop and implement short- and long-term partner strategies to establish a predictable and highly metric-driven revenue stream.
• Understand customer underlying architecture and needs, ability to articulate the future architecture to satisfy all the current and future needs.
• Support the AAG presales team members in the other regions as per the need and work as a team.

3. Scaling & Performance Optimization:

• Implement necessary adjustments to optimize sales performance in your region to achieve ARR as per the company goals.
• Work with cross-functional teams to refine sales processes, tools, and resources to facilitate business expansion and revenue acceleration.
• Plan and manage suitable demand generation activities and ensure strategic execution.

4. Field Enablement & Specialist Training:

• Train and enable field Sales Directors, Client Success Managers, and other customer-facing teams on the Converged Identity Platform with a focus on Application Access Governance (AAG), including key business use cases, competitive landscape, and market drivers.
• Develop and deliver sales enablement content, training materials, and best practices to ensure alignment across sales teams.
• Present/demo at events to audiences of all sizes.

5. Customer Advocacy & Strategic Feedback Loop:

• Serve as the voice of the customer, ensuring that product development and marketing teams are aligned with customer needs and pain points.
• Collaborate closely with the product, product marketing, and sales teams to develop competitive positioning, increase market awareness, and improve product offerings.
• Act as a trusted advisor to customers, providing insights and recommendations based on industry knowledge and product expertise.

WHAT YOU BRING:

• Overall 10+ years of experience with 5 + years of Proven experience in pre-sales engineering or similar kinds of roles, ideally in GRC/Application Security space.
• Experience with other IGA tools in the market or with SAP Identity Management will be preferable.
• Experience with a vendor or Partner with a focus in GRC/Application governance or security and some level of implementation experience is a must.
• Highly Preferred – 4+ years of experience with concepts like:- Segregation of Duties, Emergency Access Management, Access certifications/reviews.
• Highly Preferred – Strong understanding of risks and controls as well as overall compliance with regulations such as GDPR, Sarbanes-Oxley, Etc.
• Highly Preferred – knowledge of the security model of key applications like: ERP’s such as SAP ECC, SAP S/4HANA, Oracle EBS, Oracle ERP cloud and other enterprise applications e.g. Workday, SAP SuccessFactors, EPIC, Salesforce, SAP Ariba, SAP BTP, SAP Concur etc.
• Demonstrated ability to lead complex deals,deal strategies, drive revenue growth, and scale sales operations.
• Strong understanding of subscription-based business models and how to drive predictable, sustainable growth.
• Excellent communication and presentation skills, with the ability to engage both internal stakeholders and external customers effectively.
• Experience selling to enterprise-level customers in a Security focused environment Experience in selling to both Cloud Only or Hybrid environment based Infrastructure. Experience with DevOps is an added bonus.
• Experience working with cross-functional teams, including product, product marketing, and sales.
• Ability to thrive in a fast-paced, remote work environment and manage multiple priorities simultaneously.
• Strong business acumen, with the ability to analyze market trends and competitor activities.
• Previous experience working in a remote-first organization or managing remote teams.
• Ability to travel as needed (when applicable).