Director of AMS Channel Sales

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.

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 the global partner program and reports directly to Partner Enablement.

Position Responsibilities include:

• 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 include:

• 5+ years’ experience in Partner Management program management and leadership. This role will have between 5-6 direct reports.
• 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 initiatives in a cross-functional environment.
• Adept at addressing cultural and geographic differences in global strategy implementation.
• Bachelor’s degree or higher in Business Administration or related field required.
• Occasional travel is required.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with the company.

As a part of the total compensation package, this role may be eligible for the Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. The company maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

$124,020 - $177,180 - $230,340

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

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 applicationassistance@sailpoint.com 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 the company.

About Us

The company is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats.

Equal Employment Opportunity Policy Statement

The employment policy is to provide equal opportunity to all persons, and it is the policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is the policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. The company does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities:

• Filing a complaint;
• Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans;
• Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or
• Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

The company will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

The affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.