Sr. Manager, Strategic Technology Partners

The Sr. Manager, Strategic Technology Partners, manages and develops a portfolio of strategic SailPoint ISV alliances. Candidates for this role must possess significant partnership experience in the broader IT industry, ideally including the cyber security market, along with excellent communications, facilitation and collaboration skills. The Sr. Manager, Strategic Technology Partners must be comfortable working at all levels across all SailPoint departments necessary to achieve the goals of each alliance spanning development through sales. Ideal candidates will also demonstrate a working knowledge of enterprise security and IT challenges, adoption preferences, incumbent suppliers and future trends.
Responsibilities

• Manage a strategic portfolio of new and existing technology alliances, developing each alliance based on ongoing alignment with SailPoint product and business strategy
• Prioritize the development of joint partners offerings and innovations that enhance the overall customer experience
• Strategically manage and develop partnerships at executive levels (executive team, board, etc.) to advance the progress of the alliance program
• "Land and expand" within each alliance according to specific strategic objectives, which could span awareness, programmatic engagement, strategic co-development and joint GTM
• 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
• High level contributor with opportunity to build out a team

Requirements

• Five or more years in relevant partner management 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
• Expertise at partner pipeline management and reporting
• Excellent negotiation skills with win/win approach to relationship development
• 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
• 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
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.