SW Sales Engineer

About the role

The Senior Presales Engineer, IGA will support the sales process with strong technical knowledge of Identity Governance and Administration (IGA), IAM, and enterprise security use cases. They will lead technical discovery sessions, map customer technical requirements to business outcomes, and recommend appropriate One Identity IGA solution approaches. This role involves delivering technical and sales-oriented presentations, assisting with customer needs assessments, and representing One Identity at various events.

Responsibilities

• Support the sales process with strong technical knowledge of Identity Governance and Administration, IAM, and enterprise security use cases.
• Lead technical discovery sessions to understand customer business objectives, identity lifecycle processes, governance requirements, compliance obligations, and technical environments.
• Map customer technical requirements to business outcomes and recommend appropriate One Identity IGA solution approaches.
• Deliver technical and sales-oriented presentations, demonstrations, workshops, and proof-of-concepts for customers and partners.
• Assist Sales with customer needs assessments, solution positioning, technical proposals, detailed specifications, and RFP/RFI responses.
• Articulate the value proposition of One Identity products and services, including how IGA integrates with broader IAM, PAM, Access Management, directory, cloud, and hybrid environments.
• Collaborate with Product Management, Product Development, Professional Services, Support, Customer Success, and Partner teams to support successful customer outcomes.
• Represent One Identity at customer meetings, industry events, conferences, webinars, and trade shows.
• Provide guidance and mentoring to less experienced peers and contribute to presales enablement, repeatable demos, and reusable technical assets.
• Maintain responsiveness to customers, partners, and internal teams while managing multiple opportunities in a remote, distributed work environment.

Qualifications

• 10+ years of overall related experience or combination of education and experience.
• 3+ years of relevant experience as a Presales/Systems Engineer.
• Deep knowledge of Identity Governance and Administration concepts, including identity lifecycle management, joiner/mover/leaver processes, access requests, approvals, provisioning, attestation, certification, role management, segregation of duties, audit reporting, and compliance controls.
• Extensive hands-on experience selling, designing, deploying, consulting on, or architecting IGA, IAM, directory, access management, or privileged access solutions in real-world enterprise environments.
• Proven ability to architect end-to-end solutions, translate complex business and governance requirements into practical technical designs, and apply lessons learned from prior implementations and consulting engagements.
• Strong understanding of the customer journey and enterprise buying decision, including how organizations evaluate, justify, and procure identity solutions, and the ability to guide prospects through that process.
• Strong understanding of enterprise directories and identity platforms, including Active Directory, Entra ID, LDAP, HR systems, ERP platforms, SaaS applications, and hybrid cloud environments.
• Working knowledge of APIs, REST, SCIM, connectors, integration patterns, and identity data synchronization.
• Knowledge of databases such as SQL Server or Oracle and familiarity with scripting or programming languages such as Python, Java, C#, PowerShell, or similar technologies.
• Understanding of core application and security concepts, including SSL/TLS, encryption, password hashing, authentication, authorization, and secure integration practices.
• Thorough understanding of the cybersecurity industry, competitive landscape, cloud ecosystem, and key identity security technologies.
• Bachelor’s degree in business, computer science, information systems, cybersecurity, or a related discipline, or equivalent experience.
• Excellent written, verbal, and presentation skills, with a proven ability to engage and influence a range of stakeholders across the client organization—from administrators and engineers to security, compliance, and IT leadership, and executive decision-makers—tailoring complex technical concepts to each audience.
• Independent, self-motivated, customer-oriented, analytical, and able to work effectively both individually and as part of a team.
• Ability and willingness to travel as needed.