Partner Manager

SailPoint • San Jose, CA

5d

About The Position

About the role: Imagine your day blending strategic partnership development with hands-on sales collaboration. You'll kick off by reviewing partner-led pipeline metrics, identifying opportunities for deeper engagement. Your morning might include a virtual joint account mapping session, aligning SailPoint Account Executives with a key partner's sales team to uncover new prospects. Later, you could be coaching a partner on how to best position SailPoint's latest identity security features or strategizing with our marketing team on a co-branded campaign. The afternoon could involve a deep dive into partner portal analytics to identify enablement gaps, followed by a check-in with your internal sales counterparts to ensure our partners are integrated into active deals. You are the architect of our partner ecosystem's success, driving growth through strong relationships and a relentless focus on joint outcomes. You'll be instrumental in developing and managing relationships with SailPoint’s partner ecosystem to drive partner-led pipeline creation, co-selling engagement, and overall partner revenue growth. This role is accountable for ensuring partners understand SailPoint’s value proposition, are enabled to position SailPoint solutions effectively, and are actively engaged in generating and progressing opportunities. About the team: You'll join a dynamic and highly collaborative Global Partner Organization, a critical engine for SailPoint's growth. This team thrives on fostering strong external alliances and internal cross-functional partnerships. You'll work hand-in-hand with SailPoint's regional sales leaders, account executives, marketing specialists, and technical enablement teams, acting as the connective tissue that empowers our partners to succeed. We're a results-driven group, passionate about expanding SailPoint's market reach through a robust and engaged partner ecosystem. Roadmap for success: 30 days: Familiarization: Successfully complete SailPoint's comprehensive onboarding program, demonstrating a foundational understanding of our identity security solutions, value proposition, and the structure of our partner program. Internal Connections: Initiate introductions and scheduled 1:1s with key internal stakeholders, including regional sales leaders, relevant Account Executives, and team members from marketing and enablement, to understand current priorities and dynamics. Partner Landscape Assessment: Identify and begin initial engagement with 3-5 priority partners within your assigned territory/segment, familiarizing yourself with their existing SailPoint business and key contacts. Process Acumen: Gain proficiency in utilizing SailPoint’s CRM (Salesforce) and Partner Relationship Management (PRM) platforms for tracking partner engagement and pipeline. 90 days: Relationship Establishment: Establish a regular operating rhythm (e.g., weekly/bi-weekly cadence calls, quarterly business reviews) with 3-5 key focus partners, demonstrated by documented meeting cadences and shared action items. Joint Planning: Facilitate at least 5 joint account mapping sessions between SailPoint AEs and partner sales teams, resulting in the identification of 10+ net new target opportunities. Enablement Support: Actively support partner enablement by guiding partners through certification pathways or assisting in 2-3 introductory training sessions, ensuring they can confidently position SailPoint solutions. Pipeline Generation: Drive partner-sourced pipeline by initiating at least 3 new deal registrations from focus partners that align with SailPoint's sales strategy. 6 months: Pipeline Achievement: Contribute to achieving X% (e.g., 20-30%) of partner-influenced pipeline within your assigned territory/segment, actively tracking and reporting progress against goals. Joint Sales Execution: Successfully execute 2-3 joint sales plays or demand generation initiatives with key partners, evidenced by measurable lead generation, increased partner-led opportunities, or specific customer wins. Partner Program Adoption: Expand engagement with focus partners, evidenced by a measurable increase in certified individuals or active participation in SailPoint's partner program benefits (e.g., marketing development funds utilization). Strategic Feedback: Provide actionable feedback to internal SailPoint teams on partner needs, market insights, and competitive landscape, contributing to the refinement of product messaging or partner program enhancements. Business Planning: Develop and secure agreement on joint business plans with 2-3 strategic partners, outlining specific revenue goals, enablement targets, and go-to-market activities for the next 6-12 months. 1 year: Revenue Growth & Goal Attainment: Consistently exceed partner-led pipeline and partner-influenced revenue goals (e.g., exceeding target by 10-15%) for your territory/segment, demonstrating significant contribution to SailPoint’s growth. Ecosystem Optimization: Optimize the partner ecosystem by identifying and successfully recruiting 1-2 new strategic partners while strengthening existing relationships, resulting in a balanced and high-performing portfolio of partners. Trusted Advisor Status: Become a recognized trusted advisor for both internal sales teams and external partners, known for your expertise in driving mutual success and effectively executing SailPoint's partner-first go-to-market strategy. Program Contribution: Contribute data-driven insights and partner feedback to the continuous improvement of SailPoint's global partner program, enhancing its overall effectiveness, scalability, and partner satisfaction.

Requirements

• 5+ years’ experience in partner management, channel sales, or enterprise sales within the cybersecurity industry.
• Strong understanding of how enterprise software solutions are sold through partners including system integrators, value-added resellers, advisory firms, and distributors.
• Proven ability to build strong relationships with partner organizations and internal sales teams.
• Experience driving pipeline creation and co-selling opportunities through partners.
• Strong communication and collaboration skills with the ability to influence internal teams and external partner organizations.
• Demonstrated ability to apply analytical and data-driven metrics to measure partner engagement and identify opportunities for growth.
• Experience developing joint account plans, running account mapping exercises, and executing partner sales plays.
• Self-starter with a strong work ethic and the ability to take ownership of partner relationships and initiatives.
• Ability to manage multiple concurrent priorities in a fast-paced environment.
• Experience working across geographically distributed teams and partner organizations.
• A bachelor’s degree or higher in Business Administration or a related field is preferred but not required.
• Willingness to travel 50% of the time.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees