Identity Strategist - EMEA

SailPoint is looking for a senior Identity Strategist to join its EMEA Strategists team within Solutions Engineering, working alongside our sales, solutions engineering and customer teams across EMEA. This is not a traditional pre-sales engineering role. It sits earlier and higher in the engagement, focused on a consultative approach to shaping customer thinking, building conviction, and translating identity security into clear business outcomes.

You will work with executive stakeholders, CIOs, CISOs, CTOs, and transformation leaders, helping them define and progress identity programmes aligned with risk, regulation, and operational priorities. The role is as much about framing the problem correctly as it is about positioning a solution.

The ideal candidate would be someone who has worked on the customer side or in a senior advisory role at a partner and who understands what it takes to deliver an identity programme within a complex organisation.

What you will do

• Work directly with account teams across EMEA to shape strategy for complex, high-value opportunities, particularly early in the sales cycle, when direction is still forming.

• Engage senior customer stakeholders to understand business drivers, risk exposure, regulatory pressure, and operational inefficiency and translate those into a clear identity security narrative.

• Lead structured discovery and value conversations, moving beyond requirements gathering into problem definition and prioritisation.

• Help customers build a credible identity roadmap. This includes defining scope, sequencing initiatives, and identifying measurable outcomes (e.g. reduction in access risk, audit burden, or manual processes).

• Support executive-level engagements such as briefings and workshops, where the goal is to align stakeholders and build momentum, not to present product features.

• Partner with Sales Engineers, TES and delivery teams to ensure the technical approach supports the business narrative, not the other way around.

• Contribute to the deal strategy on complex opportunities—where positioning, stakeholder alignment, and timing are often more important than feature comparison.

• Provide grounded feedback to product and go-to-market teams based on real customer friction points.

• Represent SailPoint at Industry events as a speaker.

What we are looking for

• 10+ years’ experience in identity security, with a significant portion spent in a senior role (e.g. CTO, CISO, Head of IAM, or equivalent advisory role within a consulting or SI partner).

• Direct experience designing or implementing identity security programmes in large or regulated organisations. This should include exposure to governance, access controls, audit/compliance, and operational challenges—not just tooling.

• A strong understanding of how identity connects to broader concerns: security posture, regulatory frameworks (e.g. GDPR, NIS2), cloud transformation, and operational efficiency.

• Evidence of leading conversations at C-level and influencing direction, not just responding to defined requirements.

• Comfort operating in ambiguity. Many engagements will not start with a clean problem statement.

• Credibility with both business and technical stakeholders. You do not need to be hands-on with technical work, but you must understand enough to challenge and guide.

• Experience working with or alongside partners (Big 4, global SIs, specialist IAM consultancies) is useful, particularly where you have shaped programmes jointly.

French and or German language is desirable

What this role is not

• This is not a demo-focused Sales Engineer role.

• This is an EMEA-wide role for an Identity Strategist.

• You will not spend your time configuring environments or leading detailed product walkthroughs. Those capabilities sit within the broader team.

• Your value lies in helping customers decide what to do, why it matters, and how to move forward with confidence, drawing on your extensive experience in Identity Security.

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, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value.

As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY):

Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.