Director, PS Partnerships
About The Position
The Professional Services team at SailPoint prides itself in being a supportive environment with an open door policy. Everyone is invested in our employees' success and is ready to welcome you to the team, make themselves available to you, and help you succeed. The PS team works to get our customers the help needed to maximize their identity governance platform with extensive, solution-specific experience, our consultants are dedicated to ensuring success before, during and after our customers' SailPoint implementation. This position (part of our Professional Services team) supporting our SaaS product, IdentityNow is responsible for qualifying, scoping and closing service opportunities through managing the service delivery and services budget for engagements at customer sites. This position is a senior position requiring project management skill, technical skill, and professional services management skill. The Director, Professional Services will lead a team responsible for engagement scoping, interfacing with client project management, and overall service delivery for our customers. The PS Partnerships Director is a high-impact, results-driven leader responsible for defining, executing, and scaling the global partner delivery strategy within SailPoint PS. Will be responsible in establishing robust governance frameworks, partner enablement programs, and rigorous performance scorecards to drive partner accountability and exceptional customer outcomes. Acting as a critical cross-functional bridge, the role will align with Sales, Customer Success, Enablement, and Executive Leadership to build scalable delivery models, optimize resource planning, and resolve complex escalations.
Requirements
- Must live in the Austin, Texas area
- 10+ years of people management experience
- An exceptional mentor and leader with a passion for continuous improvement.
- 7+ years of professional work experience as part of an enterprise software company, consulting organization, or systems integrator.
- Strong experience with all phases of Project Management (project planning, resource management, scope, schedule and status, documentation)
- Excellent communication skills and extensive experience working with clients and partners.
- Experience and interest in Professional Services management duties (project forecasting and financials, project staffing, working with delivery partners, and tuning project methodologies)
- Excellent organizational skills
- Strong ability to multi-task
- Previous experience working with a SaaS product is a plus.
- Experience with the following web technologies: XML, SPML/SOAP, Web and Application Servers, HTML.
- Experience with Databases (Oracle, Sybase, MSSQL, MySQL).
- Experience with Directories (LDAP, AD).
- Experience with enterprise systems (SAP, PeopleSoft)
- Experience with programming languages such as Java, .NET or C++.
- Familiarity with identity management provisioning systems (Sun, Oracle, IBM, Novell) a strong plus
- Security software or internal IT audit experience a plus.
- Experience in a startup company a plus.
- Bachelor’s degree or equivalent work experience (Technical degree or Master’s degree a plus)
Nice To Haves
- Previous experience working with a SaaS product is a plus.
- Familiarity with identity management provisioning systems (Sun, Oracle, IBM, Novell) a strong plus
- Security software or internal IT audit experience a plus.
- Experience in a startup company a plus.
- Technical degree or Master’s degree a plus
Responsibilities
- Strategic leadership of the SaaS Professional Services team
- Partnering with internal stakeholders to ensure the team has a clear set of priorities.
- Resource allocation for key projects.
- Coaching Professional Services leaders to develop their full potential.
- Assist with the sales process for services portions of deals, including presentations, RFP responses, and proposal/SOW generation.
- Effectively interact with sales reps and sales leadership during the pre-sales and post-sales (delivery) phases.
- Ensure that services are provided, implemented correctly and billed in a timely and accurate manner
- Serve as point person for the client on Service Delivery issues / escalations and take accountability for remedying any service failures
- Manage the financials of multiple projects, with a focus on profitability and productivity to ensure client satisfaction
- Manage the business relationship between SailPoint and assigned client accounts
- Performing a range of Professional Services management tasks such as project forecasting and financials, project staffing, working with delivery partners, and tuning project methodologies.
- Provide strategic updates on clients’ performance to SailPoint Senior Management.
- Provide regular status updates to account teams and Sales Managers
- Identify new opportunities for expanding SailPoint product/service usage to maximize client success and SailPoint revenue growth.
- Establishing and driving a Professional Services Partner strategy
- Managing, monitoring and engaging with key strategic Professional Services partners globally
- Driving an operating cadence, processes and measures between the Partner Success function, partner organization and the enablement team
- Interact with sales reps and sales leadership during the pre-sales and post-sales
- Serve as the senior point of contact for client escalations related to partner delivery
- Oversee the financials of the Professional Services partners in the SailPoint ecosystem [Partner Commitments, Partner Scorecards, Partner Enablement]
- Work with the Resource Management Office (RMO) to mediate and prioritize staff resources to strategically align with the needs of the overall business
- Provide strategic updates on performance to SailPoint Senior Management on the Professional Services partner delivery success and operating metrics
- Identify new opportunities for expanding the offering to maximize client success through the Professional Services partner ecosystem to enable SailPoint revenue growth
- Take responsibility for the management of the team, including participation in staffing decisions, utilization management, performance reviews, and career development support
- Assist direct reports in career development by providing regular feedback, coaching and guidance on personal development
- Participate in recruiting and employee development activities to ensure a balanced team with the right set of skills
- Within 1 Month: You will complete SailPoint’s corporate onboarding and meeting the key players in your success. You’ll be introduced to internal tools and digital resources, assigned a buddy, and meet with team members across Services, Partner, Operations, Training & Enablement and Customer Success. Your first month is about absorbing information, reviewing enablement content, and learning about our onboarding methodology and success planning process.
- Within 3 Months: You’ll begin to formulate your PS Partnership Strategy with key SailPoint stakeholders and key PS delivery partners. You will begin to mold the next phases of the strategy PS partnerships based the pace of change in the way SailPoint will be deploying product capability in 2-month increments. You will also take over as the primary point of contact for the PS Partnerships and integrate with the PS Partner RMO (Resource Management Office) on how PS allocates partner work and how effective a partner has been delivering.
- Within 1 Year: By the end of your first year, you will completely own and executive on all PS Partnerships, to include running QBRs for key PS Partners and bringing in approaches to add value through a partner delivery scale approach, which drive incremental PS One-Time and Recurring Revenue for SailPoint. You will have full PS Partner Lifecycle coordination between the SailPoint Partner team, PS Operations, CSD Training & Enablement and the Geo PS Leaders.
Benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 401(k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental support: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
- SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
Associate degree
