Regional Manager, Digital Sales, Japan and South Korea

SailPoint is the leader in Identity Security, trusted by half of the Fortune 500 and ASX 50. Our strong customer community, along with recognition from analysts like Gartner and Forrester, reinforces our market leadership. We drive innovation, helping organizations manage identity security as a key risk control.

With a decade-long recognition as a “Best Place to Work,” we foster a strong, growth-oriented culture. We’re seeking a motivated Sales Manager to lead a high-performing team, driving sales and partnerships across Japan and Korea. Reporting to the APJ Geo DSR Director, this role is key to expanding our market presence.

Job Summary

Based in Tokyo, this role involves managing a team of eight sales executives across Japan and South Korea. The ideal candidate will have strong leadership, strategic vision, and a hands-on approach to sales execution. This role requires 20% travel per year.

Key Responsibilities

Leadership & Strategy

• Set and drive the sales strategy to exceed revenue targets on a monthly, quarterly, and yearly basis.
• Develop accurate sales forecasts and contribute to budgeting and financial planning.
• Conduct competitor and market analysis to identify new opportunities and refine sales approaches.
• Collaborate with marketing, product, and customer success teams to align sales strategies with overall business goals.

• Learn and master SailPoint’s value proposition, product capabilities, and market positioning to be a credible executive sponsor for customers and prospects.

Sales & Performance Management

• Ensure the sales pipeline is consistently maintained at 3x the target.
• Conduct account reviews, weekly sales meetings, and pipeline activity management.
• Provide coaching, mentoring, and strategic support throughout the sales cycle.
• Assist in high-value deal negotiations and closures to maximise revenue opportunities.
• Track key sales performance metrics, generate reports, and present insights to senior leadership.
• Develop and maintain relationships with key clients to drive long-term business growth.

Business Partner Collaboration

• Work closely with business partners, resellers, and distribution channels to drive joint sales strategies and optimise revenue growth.
• Foster strong partnerships with internal and external stakeholders to ensure seamless execution of business initiatives.
• Ensure alignment between sales, product, and business partners to maximise market penetration.
• Identify opportunities to co-develop sales and marketing initiatives with business partners.
• Support partners in understanding our products, services, and value propositions to enhance their ability to sell effectively.

Team Growth & Culture

• Recruit, hire, and train top sales talent to continuously grow the team.
• Foster a high-performance culture, ensuring team members feel supported and valued.
• Establish a strong mentorship and career development framework for the team.
• Promote diversity and inclusion, ensuring an equitable and collaborative work environment.
• Implement recognition and incentive programs to drive motivation and engagement.

Operational & Logistical Support

• Optimise and improve sales processes and tools for better efficiency.
• Ensure the proper use of CRM systems for pipeline visibility and data-driven decision-making.
• Participate in client prospecting events, trade shows, and industry networking opportunities when needed.
• Assist clients and partners in understanding product capabilities, allowing for tailored, winning solutions.

The path to success:

The activities of first few months are critical to creating the desired impact and acceleration of the business within your region.

Month 1 objectives:  

• First month is likely to be more internally focused
• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them
• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure
• Work with Talent Acquisition (TA) to identify candidates for any open reqs and develop a plan/pipeline to address any potential backfill req
• Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them
• Meet and begin to build relationships with supporting functions outside of your immediate reporting structure
• Learn about our products, success stories and what sets us apart from our competitors
• You should be comfortable pitching the SailPoint value proposition

• Co-forecast with the Japan & Korea VPs and AEs, with the goal of eventually managing this process independently

Month 2 objectives:  

• During your second month your focus should begin to move beyond your immediate team:
• Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
• Evaluate the status quo within your install base, your target Customers & your Partners.
• Begin to arrange meetings with Customers & Partners 
• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.  

• Ensure that pipeline is 3x quota.

Month 3 objectives: 

• Develop & present a 3 year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals to the ANZ GVP
• Present the business plan to the Japan/Korea & APJ Leadership Team and subsequently the Global Executive Team to gain support.
• You should have identified the first of any new hires that you intend to make and have start dates confirmed.
• Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Ensure that pipeline is 3x quota.

• Independently forecast with AEs and provide the Japan/Korea VPs with a summarized business forecast on a deal-by-deal basis

By 6 months:

• Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan. 
• You should be able to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.

• Ensure that pipeline is 3x quota

By 12 months:

• You should have achieved the goals and milestone set out in your 3-year plan.
• You should re-analyse/improve/refine the People; Process; Cadence; Structure, both direct and indirect to ensure they continue to be supportive of the overall goals and able to execute against them.
• Ensure that there continues to be sufficient rigour within the forecasting process, demonstrated by continued accurate forecasting.
• You should continue to develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Ensure that pipeline is 3x quota

About you:

• Experience: 3+ years in B2B sales leadership and 5+ years in Identity Management or Software Security. 
• Sales & Tech Acumen: Proven success in quota-driven sales with a strong grasp of technology and innovation. 
• Customer & Partner Focus: Build strong relationships, exceed expectations, and uphold professionalism. 
• Team & Transparency: Foster collaboration and clear communication to drive success. 
• Industry Expertise: Deep knowledge of trends, best practices, competition, and regulations. 
• Sales Mastery: Apply a solutions-oriented, systematic sales approach using SailPoint’s methodology. 
• Business & Financial Acumen: Understand business models, competitive positioning, and financial decision-making. 
• Education & Tools: Bachelor's degree (IT, business, or sales-related) 
• Located in Tokyo, Japan

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.  NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.