Sr. Manager, Business Development

Sr. Business Development Manager - Technology Alliance Partnerships
The Sr. Business Development Manager identifies, pursues, negotiates, contracts and manages SailPoint technology alliance. Successful candidates will need to iterate on the inbound and outbound processes to onboard new partners, collaborate with product managers and engineers to co-build new integrations then enable the sales organization to take these to market.
Candidates for this role must possess experience developing and managing partnerships in the broader IT industry, ideally including the cyber security market. A successful candidate will have excellent communications, facilitation, and collaboration skills. The Sr. Business Development Manager must be comfortable working at all levels across all departments necessary to achieve the goals of each alliance.
Responsibilities

• Manage existing and new technology alliances, tuning each alliance based on an ongoing alignment with SailPoint product and business strategy
• Leverage existing contacts (executive team, board, etc.) and establish additional contacts as needed to initiate new alliance dialogues, establish partnership process, negotiate terms and execute applicable contracts
• "Land and expand" within each alliance according to specific strategic objectives, which could range from mere awareness to programmatic engagement to strategic co-selling/reselling/OEM
• Introduce and manage a range of methods for alliance progress as needed, including structured technology partnering programs, technology integration, joint marketing, sales teaming and joint product development
• Coordinate and manage technology partnership conferences alongside the marketing team

• As a product focused technology alliance Partnership Manager, this is not a sales commission-based role and does not carry a quota.

Requirements

• Five or more years in relevant business development positions; product management and/or sales/channel experience is a plus
• General working knowledge of IT industry structure, including key categories and relationships between technology vendors, channels, systems integrators, service providers, standards bodies and analyst firms

• Excellent negotiation skills with win/win approach to relationship development during contract negotiations
• Highly effective at multi-tasking and organizing multiple priorities, with sense of urgency and ability to execute
• Ideally, specific working knowledge of several relevant security market sectors, such as network security, endpoint security, vulnerability management, SIEM/UEBA and threat intelligence. Experience in Identity Security would be a strong plus.
• Familiarity with all major product delivery form factors and licensing schemes, including on premise software, hardware appliance, virtual appliance, single-tenant SaaS, multi-tenant SaaS, perpetual licensing, term licensing and subscription licensing.
• Ability to measure and report on alliance progress in quantitative and qualitative terms

• Demonstrated success in developing, managing and evolving high impact technology alliances
• Excellent interpersonal, facilitation, and communication skills

Education: BA/BS required
Travel: This position requires approximately 30% travel and flexible for this to be a remote position
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.