[Remote] Partner Manager at SailPoint

Japan

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, CybersecurityIndustries

Requirements

10+ years of experience in Partner Management and Business-to-Business sales experience
Bachelor's degree or global equivalent in an IT, business or sales related field, preferred
Proven results in a partner-oriented sales environment
Strong communication and collaboration skills
Must be able to manage expectations of our partners and internal resources accurately and efficiently
Must have in depth experience managing partner activity and implementing changes to optimize processes
Understanding of technology, technology innovations, and new technology in large enterprises
Demonstrated record of success in partner relations and account management for regional partnerships
Bias towards action, proactive, able to work independently
Hands-on, team oriented, entrepreneurial business acumen and leadership
Excellent communication skills, passion, dedication, and creativity
Integrity and confidence
Ability to embrace the vibrant culture of SailPoint
Expected 40-50% business travel

Responsibilities

Own and manage the regional business plan with regional focus and defined regional partners, alignment with the PDM team, to drive partner alignment, enablement, and demand generation
Define and implement market coverage strategy
Building GTM solutions and offers
Alignment to internal and external resources inside the specified territory
Managing and driving to an agreed upon KPIs and expected results
Develop and complete capacity plans to assure the specified partners are well positioned to deliver successful customer implementations
Aligning to delivery success team to ensure compliance to capacity plans and quality of capacity
Work with field sales organization to identify and develop channel partner relationships to provide field sales with a solid, productive base of partner support and sales results
Manage conflict resolution, forecasting/deal management (i.e., triangulation of deal efficacy)
Enablement/communications
Point of contact for localized enablement to partners
Promotion/evangelism of partners to sales
Coordinate all activities and communication between the Channel Partners, SailPoint corporate, field sales, and SailPoint Partner teams to meet quarterly expectations
Identify customer sales opportunities through the partner network and work with the field sales organization to help manage the opportunities through the company’s selling and pipeline management process, to include targeted account mapping
Prepare quarterly assessments/territory reviews of the regional partnerships and deliver this information to members of the management team including sales leadership
Develop and implement a regional partnership strategy to increase the reach and impact of SailPoint’s ongoing efforts in advancing our technology and agenda into our partners GTM methodology and business strategy
Act as a liaison between SailPoint’s GTM organization and our Partners GTM organization
Monitor performance against defined KPI’s
Drive certifications
Build and execute on partner business plans
Connect and establish a cadence with key executive relationships within both SailPoint and your partners

Skills

Key technologies and capabilities for this role

Partner ManagementAccount ManagementBusiness DevelopmentGTM StrategyPipeline DevelopmentKPI MonitoringDemand GenerationPartner EnablementExecutive Relationship ManagementBusiness Planning

Questions & Answers

Common questions about this position

What is the employment type for this Partner Manager role?

The position is full-time employment.

Is this Regional Partner Manager role remote or does it require office presence?

This information is not specified in the job description.

What key skills are required for the Regional Partner Manager position?

The role requires a demonstrated record of success in partner relations and account management, excellent communication skills, entrepreneurial business acumen, leadership, and the ability to work independently with a bias towards action.

What is the company culture like at SailPoint for this role?

The role requires the ability to embrace SailPoint's vibrant culture, with an emphasis on being team-oriented, passionate, dedicated, and creative.

What makes a strong candidate for the Regional Partner Manager role?

A strong candidate will have experience in partner relations and account management, be highly motivated with a proactive bias towards action, and demonstrate entrepreneurial acumen, leadership, and the ability to manage regional partnerships effectively.

SailPoint

Provides identity security solutions for enterprises

About SailPoint

SailPoint provides identity security solutions that help organizations manage and protect digital identities. Its main products, including IdentityIQ, IdentityNow, and File Access Manager, assist businesses in ensuring compliance with regulations, reducing risks, and controlling access to sensitive information. These products work by giving organizations visibility into who has access to what data, allowing them to manage permissions effectively. SailPoint stands out from competitors by utilizing advanced technologies like artificial intelligence and machine learning to enhance its identity governance capabilities. The company's goal is to be a trusted partner for enterprises in navigating the complexities of identity security, ensuring that they can securely manage access to their critical information.

Austin, TexasHeadquarters

2004Year Founded

$20.7MTotal Funding

IPOCompany Stage

Cybersecurity, AI & Machine LearningIndustries

1,001-5,000Employees

Risks

Emerging identity management startups increase competition, potentially eroding market share.

Rapid technological changes may outpace SailPoint's innovation, risking solution obsolescence.

Integration challenges with acquisitions like SecZetta may disrupt services or misalign strategies.

Differentiation

SailPoint specializes in managing and securing digital identities for enterprises.

The company leverages AI and machine learning to enhance identity security solutions.

SailPoint's IdentityIQ provides visibility and control over user access.

Upsides

Growing demand for remote work security boosts SailPoint's remote access management features.

Rising adoption of AI-driven identity analytics aligns with SailPoint's AI capabilities.

Increased regulatory requirements drive demand for SailPoint's identity governance solutions.

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