Partner Manager - San Jose

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 and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge skills experience market conditions and locations as well as reflect SailPoint’s differing products industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary for US-based employees will be in this range from (min-mid-max USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical dental and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees spouses and children

5. Flexible spending accounts for health care and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance Critical Illness Accident Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability protected veteran status or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr Suite 100 Austin TX 78726 to discuss reasonable accommodations.  NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

What We Do

At SailPoint we believe enterprise security must start with identity at the foundation. Today’s enterprise runs on a diverse workforce of not just human but also digital identities—and securing them all is critical. Through the lens of identity SailPoint empowers organizations to seamlessly manage and secure access to applications and data at speed and scale. Our unified intelligent and extensible platform delivers identity-first security helping enterprises defend against dynamic threats while driving productivity and transformation. Trusted by many of the world’s most complex organizations SailPoint secures the modern enterprise.

Why Work With Us

Together we’re redefining identity’s place in the security ecosystem. We love taking on new challenges that seem daunting to others. We hold ourselves to the highest standards and deliver upon our promises to our customers. We bring out the best in each other and we’re having a lot of fun doing it.

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