SailPoint

Partner Manager-Carahsoft

Virginia, United States

Not SpecifiedCompensation
Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
Enterprise Software, BiotechnologyIndustries

About the Role

Employment Type: Full time

Our sales crew tackles their goals through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, territory design, and sales process optimization. This team is a core piece of the company's success and uses their soft skills and powers of persuasion to help communicate ideas to customers and prospective clients. On this crew you will bring your skills and innovative ideas to the table, and help us create an environment that will continue to attract the most talented professionals in the sales industry.

Position Overview

The role will be responsible for working with SailPoint’s partner community to ensure understanding and adherence to SailPoint’s partner program in an efficient, repeatable way to deliver incremental revenue. It will manage key performance metrics indicated as part of the SailPoint Partner program and work closely with SailPoint’s partner success managers and partner managers.

In addition, this role will drive initiatives that provide a best-in-class partner program experience. This position will require hands on partner knowledge and willingness to work with partners to understand the SailPoint partner program expectations and benefits. It will also manage expectations around partner accreditation and certification.

This position is responsible for growing the Carahsoft partner program and reports directly to Partner Enablement.

Position Responsibilities

  • Provide ongoing partner program management by tracking partner productivity against program requirements (program tier compliance) and identifying continuous improvement opportunities.
  • Own and build annual roll out plans by fostering communication and effectively communicate with key stakeholders to accelerate processes, remove barriers of program launches and ensure effectiveness.
  • Help build, guide and measure partner program accreditation and certification program across partner sales, technical, and delivery disciplines.
  • Roll-out partner programs and to internal teams and provide documentation to support partner sales teams and measure adoption.
  • Support the management of the annual partner programs through program education and measurement.
  • Deliver ongoing education and training of the partner program as needed.
  • Work with Partner Operations to ensure partner data accuracy and operational governance around the program.
  • Help build a Program Management foundation that allows SailPoint to formalize processes across partner management to scale and accelerate our partner business. Including the support to develop and documentation of partner program operational processes.
  • Support the SailPoint Partner managers and Partner Success Managers by gathering partner performance metrics and SailPoint performance metrics, and communicating the information.

Position Requirements

  • 5+ years’ experience in Partner Management program management and leadership focusing on Carahsoft.
  • Must be familiar with how solutions are sold and fulfilled through the channel, and how distributors provide services to resellers.
  • Strong communication and collaboration skills.
  • Strong demonstrated expertise in providing back-end sales support at multiple levels within the organization.
  • Must apply analytical and data-driven metrics to create improvements, provide practical business insights and persuade others.
  • 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.
  • Approaches problems and troubleshooting in a rational manner using sound strategies that ensures comprehensive understanding and effective resolution.
  • Self-starter; strong drive and work ethic; willing to take leadership role in driving initiatives, working across organizations, and creative problem solving in a real-time, fast-paced business environment.
  • Ability to handle multiple concurrent projects and drive them to completion.

Skills

Partner Program Management
Sales Process Optimization
Data Analysis
Forecasting
Communication
Stakeholder Management
Accreditation
Certification

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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