SailPoint is the leading, AI-driven security platform providing the autonomous governance that best solves the needs for the modern enterprise. SailPoint makes it possible to automate and streamline the identity journey. We marry technical expertise with business acumen to deliver identity security that will drive business forward.
We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row!
About the role
We are seeking an experienced, highly motivated Regional Partner Manager to run the India partner ecosystem. The RPM will help manage the relationship between SailPoint and your assigned designated regional partners. In this role, you will 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. You will be instrumental in acting as a liaison between SailPoint’s GTM organization and our Partners GTM organization. By doing so, you will help create market strategies to develop pipeline, monitor performance against defined KPI’s, drive certifications, build and execute on partner business plans, along with connecting and establishing a cadence with key executive relationships within both SailPoint and your partners.
As a Regional Partner Manager (RPM) you will have a demonstrated record of success in partner relations and account management for regional partnerships. The Regional Partner Manager must have a bias towards action, be proactive and must be able to work independently. This includes being hands-on, team oriented, entrepreneurial business acumen and leadership possessing excellent communications skills, passion, dedication, and creativity to achieve company goals and revenue in the specified territory. The Regional Partner Manager must possess integrity and confidence and will have the ability to embrace the vibrant culture of SailPoint.
Responsibilities
Creating, enabling, maintaining, and expanding the routes to market and indirect sales channels that can be used to grow SailPoint revenues
Own and manage the business plan with regional strategic partners to drive alignment, enablement, and demand generation, to include but not limited to:
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 named partners are well positioned to deliver successful customer implementations
Aligning with delivery success team, capacity plan and quality of resources
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 progress)
Enablement/communications
Point of contact for localized enablement to partners
Promotion/Advocacy 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
Prepare quarterly business/territory reviews of the regional partnerships and deliver this information to members of the management team including sales leadership
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
Expected 40-50% business travel
Regional consideration:
Ability to address cultural and geographic differences
The path to success:
In setting the right foundations, you should achieve these milestones during your 1st month with the company.
Understand the SailPoint partner program
Understand the value proposition of SailPoint and the growth drivers in APJ
Segment and prioritize your partners in each market
Meet with the regional leaders to develop cross-functional collaboration
Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.
Understand the partner onboarding and enablement process
Meet with partners to understand their value proposition and services offered
Weekly meeting with sales management and AEs to align on field engagements
Develop partner market segmentation and playbooks
Building on the foundations, you should have achieved these milestones by the end of your 3rd month.
Meet with strategic and focused partners to develop a business plan
Map our key priorities with the GTM initiatives of our partners
Work with the AEs on their top accounts and partner engagement
By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:
Develop the partner strategy for optimal market coverage
Develop joint GTM offerings and marketing activities for pipeline generation
Enablement plans to increase the sales and delivery capacity
On completing your first successful 6 months in this role at SailPoint you will have:
Develop the business plans with our strategic and focus partners for pipeline generation, GTM initiatives and customer success
Define the route to market to maximize the win rates
Lead an operational cadence to engage partners with business and deal reviews
Drive adoption of SailPoint accreditations and delivery certifications
Location:
This role needs to be based in Mumbai or Bangalore.
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
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