Inside Partner Manager

The Inside Partner Manager will work in tandem with Regional Field Partner Managers covering the Americas region, managing assigned partners. The role's objective is to recruit, retain, enable, and empower partners to sell SailPoint, involving various sales and marketing activities. Responsibilities include relationship management within the SailPoint Partner community, updating them on events and developments, and ensuring SailPoint remains their platform of choice.

Must Have

• Manage high volume of inbound inquiries and activities (calls/emails)
• Coordinate sales activities with partners/consultants/resellers
• Maintain and drive relationships within our partner community
• Manage referral approvals and fees
• Manage deal registration queue
• Align field sales with non-focused partners
• Provide AWS support (input and update ACE/APN Portal registrations)
• Plan demand generation events with Partner Managers
• Deliver SailPoint overview presentations to non-focus partners
• Monitor and respond to partner inquiries via sales alias
• Provide partners with access to resources (i.e., Highspot)
• Assist with collections for delinquent partners
• Bachelor's Degree
• 3 to 5 years’ experience selling enterprise software
• Strong account management and nurturing mindset
• Exceptional verbal and written communications skills
• Excellent electronic correspondence skills, with knowledge of basic business research tools
• Ability to work independently with limited direction in a fast-paced environment
• High-energy and a positive attitude
• Ability to adapt to changes in roles and responsibilities

Good to Have

• Experience working with Channel Partners within the Enterprise Software space
• Experience in training and enabling Channel Partners (VARs) via in-person or Zoom platform
• Eagerness to learn and continue learning
• Ability to share best practices

The Inside Partner Manager will work in tandem with their Regional Field Partner Managers (PM) covering the Americas region managing their assigned partners and other regional partners at all levels. The objective of the role is to recruit, retain, enable, and empower their partners to sell SailPoint, and this entails several sales and marketing activities.

The role will be responsible for the relationship management of the SailPoint Partner community in the region, including updating them on SailPoint events, SailPoint developments and to ensure that their platform of choice is SailPoint.

Key Responsibilities & Tasks

• Manage high volume of inbound inquiries and activities (calls/emails)
• Coordinate sales activities with partners/consultants/and resellers
• Maintain and drive relationships within our partner community
• Referral Approvals and Fees - work with all non-partner referral agreements to ensure paper and sales leader approvals in place along with managing paper process for non-partner fees to be paid
• Manage deal registration queue – Monitoring inbound deal registrations, making sure they get properly assigned or closed out, and making sure they don’t stall out in the approval process. This would also include resolving “problem” opportunities where there are different opinions on how a record should be marked.
• Field Sales Alignment with Non-Focused Partners – identify partner status, qualifications, certifications, and enablement strategy
• Provide AWS Support – work with Field and Partner Managers to input and update ACE/APN Portal registrations and alignment
• Demand Generation Event Planning – work cohesively with Partner Managers to drive field marketing events
• Deliver SailPoint Overview Presentations – Delivering SailPoint overviews to non-focus partners need awareness and a lens into
• Monitor and Respond to Partner Sales Alias – Respond to and monitor partners inquiries
• Access to Partner Resources – Partners need to know what resources are available to partners (i.e., Highspot) and will also request access for deal registrations
• Collections – If a partner is delinquent and SailPoint finance asks the channel to help, we could have this resource check with the partner for why the payment is delinquent.

Qualifications

• Bachelor s Degree required
• 3 to 5 years’ experience selling enterprise software
• Strong account management and nurturing mindset
• Experience working with Channel Partners within the Enterprise Software space preferred
• Experienced in training and enabling Channel Partners (VARs); via in-person or Zoom platform
• Eager to learn and continue learning
• Ability to share best practices
• Exceptional verbal and written communications skills
• Excellent electronic correspondence skills, with knowledge of basic business research tools
• Ability to work independently with limited direction in a fast-paced environment; must have high-energy and a positive attitude
• Ability to adapt to changes in roles and responsibilities

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 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 SailPoint.

About Us

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

It is SailPoint’s 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. SailPoint 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.

SailPoint 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.

SailPoint’s 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.