• Work as a strategic partner of the business by aligning with business groups on strategic vision and business priorities; serve as a liaison between business and technology • Understand technology capabilities required to support business needs, with a focus on leveraging AI to enhance productivity and creativity • Develop and maintain a technology roadmap by proactively communicating and collaborating with cross functional business and technical stakeholders • Lead business requirements gathering sessions and analyze key business processes and requirements, incorporating AI solutions where approved and applicable; work to gain approvals as new AI uses cases emerge • Gain an in-depth understanding of business processes, use cases, requirements, system integrations, reporting, and data flow, including AI-enhanced processes • Drive productivity and creativity by improving existing processes or implementing new business processes including AI-driven technology solutions when appropriate • Collaborate closely with technical lead and engineers to translate business requirements into technical designs and solutions incorporating AI capabilities as appropriate • Work with business users to document, manage, and prioritize bug fixes and enhancements, including those related to AI functionalities • Support business users on system configuration and administration including identifying system issues and troubleshooting and analyzing potential solutions • Support product development and release lifecycle by working with technical lead and engineers to test and release new system functions, ensuring on-time delivery of new products and features, including AI-driven enhancements, and assisting with new releases and approving all User Acceptance Testing • Participate in sprint planning, on-call for your area as well as other team rituals, with a focus on continual process reflection and improvement over time

• Actively participate in the sales process and work closely with the direct and channel sales teams • Discover and understand customer requirements and align our solutions to those requirements • Present SailPoint business functions, value, and competitive differences • Provide product demonstrations to prospective customers • Assist in developing RFP responses in coordination with our RFP response team • Participate in onsite and remote Proof of Value (POV) evaluations • Provide feedback to Product Management on product enhancements

• Partner with enterprise GTM sales teams as a strategic advisor to shape deal strategy, align solutions to client business goals, and drive opportunities to close. • Engage directly with Sales leaders and C-level stakeholders to influence decision-making, articulate business value, and position solutions that align with screening priorities. • Lead complex discovery sessions to uncover business objectives, pain points, and success criteria across enterprise clients. • Design end-to-end workflows that align products, services, and integrations to client requirements across real-world user experiences (e.g., requester and candidate). • Deliver tailored, high-impact demonstrations aligned to client-specific needs and personas (requester, candidate), clearly showcasing real-world experiences, technical feasibility, and business value. • Actively contributes to win strategies by identifying risks, gaps, and competitive positioning, and recommending actions to advance deals or recommended options. • Partner with Sales and Account Management to support both new business and expansion opportunities, ensuring solutions meet intended outcomes. • Serve as a subject matter expert on background screening products, services, platforms, and integrations. • Collaborate with cross-functional teams to translate client requirements into scalable solutions and inform product and process improvements. • Lead knowledge transfer sessions to ensure a seamless transition from pre-sales to implementation and onboarding teams. • Drive continuous improvement of sales engineering best practices across discovery, solution design, and demonstration methodologies.

• Principal implementation liaison on the project team translating and documenting customer expectations, business processes and goals to ensure implementation success • Lead a detailed business discovery and develop recommendations to execute a delivery approach that will drive outcomes and value • Translate technical requirements and execute system configuration setup (more complex than entry) • Establish and maintain strong successful customer relationships by utilizing excellent communication and collaboration skills • Act as a trusted advisor to the customer, build strong partnerships to develop implementation approaches that consider the impact to a customer’s business and daily workflows • Partner with internal stakeholders, including configuration and training specialists, to create and execute implementation plans that are on-time and with the highest quality to support customer satisfaction • In collaboration with the project team, proactively anticipate, identify, and communicate issues, risks, escalations, timelines and delays to ensure an exceptional customer experience and successful implementation • Lead, influence, advise and support customer change management strategies, including the plans for user readiness and acceptance. • Develop and maintain expertise and knowledge in multiple product offerings, including the knowledge of the end-to-end solution and product value outcomes • When needed, travel to customer on-site locations to lead and direct meetings and presentations