Enterprise Access Governance Strategist

Job Title: Enterprise Access Governance Strategist

The ideal candidate will lead the sales strategy and drive growth for an Application Access Governance (AAG) product line with a focus on enterprise risk, compliance, and digital transformation priorities.

• Go-to-Market Strategy:
  • Develop and execute a sales strategy specifically for AAG, aligning with enterprise priorities.
  • Drive strategic customer engagements from early discovery through post-sale expansion, ensuring AAG is positioned as a critical control layer for ERP, EHR, CRM, and other enterprise systems.
  • Monitor market shifts in compliance mandates, cloud migration trends, and identity-first security frameworks to continuously refine messaging and strategic approach for AAG.
• Sales Execution and Revenue Growth:
  • Deliver profitable subscription revenue growth within the AAG product line, contributing directly to the company's broader strategic and financial goals.
  • Support the regional sales team in structuring complex AAG opportunities, particularly those involving Segregation of Duties (SoD), emergency access, and access certification use cases.
  • Partner with global systems integrators and regional advisory firms to co-develop AAG pipeline, co-sell opportunities, and reinforce leadership in application governance.
• Scaling & Performance Optimization:
  • Analyze and optimize the AAG sales lifecycle — from initial scoping to customer success handoff — ensuring a repeatable, high-velocity sales motion.
  • Collaborate with operations, marketing, and enablement to evolve internal sales plays and partner GTM strategies for better forecasting, pipeline velocity, and win rates.
  • Introduce key performance indicators for tracking adoption and expansion of AAG, especially across core systems like SAP, Oracle, and Workday.
• Field Enablement & Specialist Training:
  • Build and deliver enablement programs for Sales Directors, Solutions Architects, and Customer Success Managers on AAG-specific positioning, objection handling, and demo execution.
  • Translate technical capabilities (like SoD policy automation or privileged access across ERPs) into business value messaging that resonates with audit, risk, and CIO stakeholders.
  • Create and curate content such as sales battlecards, competitor tear-downs, ROI calculators, and use-case blueprints focused exclusively on application access governance.
• Customer Advocacy & Strategic Feedback Loop:
  • Act as a senior advocate for enterprise customers leveraging AAG, surfacing product feedback and risk insights back into product and engineering roadmaps.
  • Collaborate with product marketing to craft differentiated thought leadership and market-facing content that highlights unique value in ERP access risk management.
  • Function as a strategic advisor to top-tier customers, providing actionable recommendations to strengthen control frameworks and streamline audit readiness using AAG.

Requirements:

• Proven track record in selling identity-centric security, application access governance, or GRC technologies, with a focus on ERP or cloud ecosystems.
• Highly Preferred: 4+ years' experience implementing or selling solutions addressing Segregation of Duties (SoD), privileged access management within applications, and audit compliance.
• Deep understanding of risk, controls, and compliance regulations such as SOX, GDPR, HIPAA, and how AAG supports adherence.
• Strong familiarity with ERP/EHR/CRM systems and their security models — including SAP ECC, S/4HANA, SAP BTP, Oracle EBS, Workday, EPIC, Salesforce — and how to manage identity and access risk across them.
• Demonstrated ability to build and execute sophisticated sales strategies that drive scalable ARR growth and land-and-expand success within regulated industries.
• Excellent stakeholder engagement skills — equally confident in navigating CFO, CIO, CISO, audit, and GRC audiences.
• Experience building cross-functional alignment between product, field sales, customer success, and technical specialists in a remote-first, fast-paced SaaS environment.
• Strong business acumen with the ability to connect AAG capabilities to real-world audit findings, compliance gaps, or digital transformation priorities.
• Willingness to travel for key customer engagements and field enablement events, as necessary.
• Bonus: Previous experience with Converged Identity Platforms or end-to-end Identity Governance & Administration (IGA) solutions.