Partnerships Manager

SailPoint•Austin, TX

2d•Remote

About The Position

SailPoint is seeking a Partnerships Manager to focus on executing our product partnership strategy to accelerate SailPoint’s organic roadmap and / or GTM efforts. This may include, but is not limited to, the orchestration of product integrations and joint product offerings with prospective partners, as well as the negotiation and execution of key SailPoint infrastructure relationships (e.g. cloud and data platforms). This is a high visibility role working closely with product leadership, as well as our Corporate and Business Development teams.

Requirements

5 or more years in partnerships, alliances, business development, and/or technical project management
Experience in high growth SaaS companies, ideally in cybersecurity, identity, or data platforms
Product or technical background strongly preferred
Partnership Strategy Development: Work with product and sales leadership to help define optimal, customer-driven outcomes for select partnership opportunities sourced by SailPoint’s executive leadership, GTM organization, Technology Alliances Program and / or Corporate Development
Cross-Functional Coordination: Orchestrate multiple functions, including Product, Engineering, Sales, Marketing, Legal, and Finance to execute various workstreams dependent on partnership type
Due Diligence & Deliverables: Work with cross-functional teams to develop business cases including revenue forecasts, joint use cases, customer journey maps, co-marketing materials, etc.
Deal Structuring & Negotiation: Develop and negotiate mutually beneficial partnership agreements with Legal and other stakeholders, considering financial, operational, and strategic implications
Executive Relationship Management: Coordinate and run regular status update calls and / or quarterly read outs with key internal and external executives to maintain partnership execution progress and / or oversee and track goals of executed partnerships (e.g. steering committee meetings)
Build vs. Buy vs. Partner: Serve as liaison between M&A, product, and partnership teams and ensure alignment

Responsibilities

Partnership Strategy Development: Work with product and sales leadership to help define optimal, customer-driven outcomes for select partnership opportunities sourced by SailPoint’s executive leadership, GTM organization, Technology Alliances Program and / or Corporate Development
Cross-Functional Coordination: Orchestrate multiple functions, including Product, Engineering, Sales, Marketing, Legal, and Finance to execute various workstreams dependent on partnership type
Due Diligence & Deliverables: Work with cross-functional teams to develop business cases including revenue forecasts, joint use cases, customer journey maps, co-marketing materials, etc.
Deal Structuring & Negotiation: Develop and negotiate mutually beneficial partnership agreements with Legal and other stakeholders, considering financial, operational, and strategic implications
Executive Relationship Management: Coordinate and run regular status update calls and / or quarterly read outs with key internal and external executives to maintain partnership execution progress and / or oversee and track goals of executed partnerships (e.g. steering committee meetings)
Build vs. Buy vs. Partner: Serve as liaison between M&A, product, and partnership teams and ensure alignment

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