Global Manager, Education Services - Software Sales and GTM

SailPoint is seeking a Sales and Go-to-Market Manager to ramp up revenue and bookings for the Education Services organization through a blend of direct sales, sales enablement, and partnerships. In this role, you will take the lead in selling and scoping Training and Education Services for enterprise customers. As you develop sales processes and best practices for Education Services, you will document your learnings and enable the Sales and Customer Success organizations to also sell Education Services. You will be responsible for developing an internal sales enablement site and FAQs and participate in regular internal enablement sessions for the Sales and Customer Success teams.
As the Sales and GTM Manager, you will also work closely with our Operations and Finance teams to streamline and automate sales reporting and forecasts, and you will assess our quarterly financial posture and proactively put together sales plays to meet sales targets. In addition, with your insights and close relationships with our enterprise customers, you will advise on new Education Services offerings and pricing strategy to continue innovating and growing our business.
You will also play a key role in scaling our business for long-term success by establishing an Authorized Training Partner (ATP) program. You will define a clear program strategy and value proposition for partners as well as execute a partner recruitment strategy. Your goal will be to sign up ATPs that will provide global and multi-lingual coverage to SailPoint customers and partners for our portfolio of instructor-led and online training courses. You will also be responsible for maintaining relationships with ATPs to advise on business planning and to uphold high performance and quality standards for our educational programs.
You are a self-starter with a passion for sales and developing partnerships. You possess strong business acumen and exceptional program management skills. You should be comfortable with setting strategy, priorities, and measurable objectives and working across organizations to execute and move plans forward. You are also growth-minded, resourceful, and excited to blaze new trails.
Responsibilities:
Scale Education Services revenue and bookings through direct sales and sales enablement.

• Sell and scope Education Services to enterprise customers, producing sales proposals and quotes
• Document and centralize Education Services sales playbooks, processes, FAQs, and best practices to enable Sales and Customer Success Managers
• Deliver sales enablement trainings and presentations to Sales and Custer Success Managers
• Streamline and automate sales reporting and forecasts
• Put together sales plays to meet quarterly sales targets
• Advise on Education Services offerings, SKUs, and pricing strategy

Establish an Authorized Training Partner (ATP) program to scale the Education Services business.

• Develop a partnership model that provides global and multi-lingual coverage to SailPoint customers and partners
• Define a clear value proposition for ATPs to participate
• Create and execute a recruitment strategy to target and sign-up ATPs, including delivery, re-seller, and online learning partners
• Build the operations to support the ATP program, including contracting, content licensing, and financial reporting
• Define ATP KPIs, program requirements and performance scorecard, and systematize reporting and evaluation of ATP performance
• Maintain relationships with ATPs and consult regularly on business planning, including marketing and sales enablement

Requirements

• 5+ years in sales, partner management, or business development for a technology company
• Strong track record of working collaboratively on cross-functional teams and effective stakeholder management
• Exceptional business acumen, program management and operations skills, with a knack for scaling processes and enabling others to succeed
• Entrepreneurial, self-starter who can define strategy, set priorities and execute
• Fluent in establishing KPIs and using data to drive improvements

Preferred:

• Previous experience working in Customer Education
• Previous experience selling Training and Education, a plus
• Previous experience building out an Authorized Training Partner (ATP) program, a plus
• Previous experience in defining service offerings and setting pricing, a plus #LI-KK1

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.