Partner Development Manager

6 days ago

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SailPoint

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SailPoint is a leader in identity security solutions, providing an intelligent and autonomous platform designed to meet the evolving security needs of modern enterprises. Their products, including IdentityIQ and Identity Security Cloud, offer a unified and comprehensive approach to managing and securing enterprise identities. SailPoint helps organizations mitigate cyber risks, improve IT efficiency, and maintain compliance through advanced capabilities such as cloud infrastructure entitlement management, non-employee risk management, and data access security. By integrating AI and machine learning, SailPoint enables organizations to streamline identity processes, enhance security measures, and accelerate onboarding. They serve multiple industries, including education, financial services, government, and healthcare, by offering tailored identity governance and administration solutions.

Enterprise Software • Identity & Access Management • Identity & Access Governance • Identity Governance & Administration • Compliance Controls

1001 - 5000 employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

☁️ SaaS

📋 Description

• As a Partner Development Manager (PDM), you will have a demonstrated record of success in partner relations and account management for large strategic/named partners. • The P DM must possess integrity and confidence and will have the ability to embrace the vibrant culture of SailPoint. • The PDM is responsible for creating, enabling, maintaining , and expanding the partnership and routes to market with SailPoint’s largest partners. • You will help create market strategies to develop pipeline, monitor performance against defined KPI’s, along with connecting and establishing a cadence with key executive relationships with in both SailPoint and your partners. • Responsibilities Include: Own the complete partner strategy for named partners, Business plans/marketing plans/technical certification plans, Building GTM solutions and offers, Executive and functional alignment across field and other dependent orgs, Building and driving mutually agreed upon KPIs and expected results, Develop and complete capacity plans to assure the partner is well positioned to deliver successful customer implementations, Aligning to delivery success team to ensure compliance to capacity plans and quality of capacity, Enablement/communications Point of contact for localized enablement to partners, Promotion/evangelism of partners to SailPoint’s sellers, Coordinate SailPoint involvement in partner promotions and marketing activities to ensure the best possible SailPoint Market coverage, Identify customer sales opportunities through the partner network and work with the regional partner manager team and field sales organization to help manage the opportunities through the company’s selling and pipeline management process, Prepare quarterly assessments of the partner program, and deliver this information to members of the management team including sales leadership.

🎯 Requirements

• 10 + years of experience in Partner Management and leadership • Bachelor's degree or global equivalent in an IT, business or sales related field preferred but not required • Proven results in a partner-oriented sales environment • Understanding of technology, technology innovations, and new technology in large enterprises • Strong communication and collaboration skills • 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 optimise processes • Ability to handle multiple concurrent projects and drive initiatives in a cross-functional environment • Expected 50 % business travel • Regional consideration: Adept at addressing cultural and geographic differences in global strategy implementation