Partner Manager

About the position

The SailPoint Named Partner Manager (NPM) is responsible for managing the overall relationship of our strategic global system integrators (GSIs) and System Integrators (Sis). This position helps the partner establish and grow key services line capabilities that drive SailPoint license and subscription revenue. This is achieved through the management of all facets of the alliance partnership. The individual will be the expert and advocate for the alliance partner with a deep understanding of their key market segments/customers that they serve, services capabilities spanning advisory, deployment and managed services, their sales processes, solutions/IP and overall organizational alignment. The NPM can successfully navigate the SailPoint organization across executive leadership, product management, sales and operations to develop and execute an aligned partner growth strategy. Conversely, the individual will develop senior level relationships within the GSI/SI alliance partner organization, working across all sales and delivery functions to establish mutually beneficial relationships. Success will be measured through development of a strategic roadmap, tactical execution, joint go-to-market, opportunity sourcing and overall SailPoint revenue SaaS growth, along with the partners services business.

Responsibilities

• Oversee all aspects of Partner/SailPoint relationship spanning of Executive Teams, Sales, Product Management, Product Marketing and Partner Marketing and Partner Professional Services
• Development and co-management of a comprehensive quarterly and annual (GLOBAL) business development plan with sponsorship and participation from all stakeholders (internal and external)
• Create and maintain a sales and enablement forecast, that include joint pursuit plans and KPIs
• Increase Partner sales awareness and delivery capability of SailPoint (Direct and Indirect)
• Promote available resources and SailPoint tools to partners
• Train partner and key delivery resources how best to sell and service SailPoint's suites and solution offerings
• Increase deal registration and sourcing opportunities by providing support and training to sales teams
• Work with the sales teams to assist with any special pricing quotes
• Effectively coordinate related Partner activities across all major geographies including Americas, EMEA and APJ
• Conducts annual and quarterly account planning sessions

Requirements

• 5+ years of work experience with progressive responsibility in SaaS technology field sales, channel sales, or business development
• 3+ years of experience working directly with GSI or SI partners
• Experience leading cross-functional teams and managing a partner-centric business required
• Strong leadership and communication skills, as well as strong teaming and interpersonal skills
• Strong critical thinking, organization, program management and execution skills are a must
• Exceptional business acuity, technology prowess and strategic analysis skills
• Previous consulting, product management, alliances, sales/marketing and/or business analyst experience
• Experience with storage solutions, software applications and data center operations preferred
• Excellent communication, presentation, and demonstrated analytical skills
• 30% - 40% travel required

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