Regional Partner Manager

As a Regional Partner Manager (RPM), you will manage regional partnerships, demonstrating success in partner relations and account management. This role requires a proactive, independent, and team-oriented individual with entrepreneurial business acumen and excellent communication skills. You will develop and implement a regional partnership strategy for the ASEAN partner ecosystem, increasing SailPoint’s reach and impact. Key responsibilities include acting as a liaison between SailPoint’s GTM organization and partners, creating market strategies, monitoring KPIs, driving certifications, and executing partner business plans.

Must Have

• Own and manage business plans with regional strategic partners to drive alignment, enablement, and demand generation.
• Define and implement market coverage strategy.
• Build GTM solutions and offers.
• Align internal and external resources within the specified territory.
• Manage and drive agreed-upon KPIs and expected results.
• Develop and complete capacity plans to assure partners are well positioned to deliver successful customer implementations.
• Work with field sales organization to identify and develop channel partner relationships.
• Manage conflict resolution, forecasting/deal management.
• Act as point of contact for localized enablement to partners.
• Identify customer sales opportunities through the partner network.
• Prepare quarterly assessments/territory reviews of regional partnerships.
• 10+ years of experience in Partner Management and Business-to-Business sales.
• Proven results in a partner-oriented sales environment.
• Strong communication and collaboration skills.
• Ability to manage expectations of partners and internal resources accurately and efficiently.
• In-depth experience managing partner activity and implementing changes to optimize processes.
• Understanding of technology, technology innovations, and new technology in large enterprises.

Good to Have

• Bachelor's degree or global equivalent in an IT, business or sales related field, preferred.
• Adept at addressing cultural and geographic differences in global strategy implementation.

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.

We are seeking an experienced, highly motivated Regional Partner Manager to run the ASEAN 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.

Responsibilities:

• The SailPoint Partner Management team is responsible for 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 specified partners are well positioned to deliver successful customer implementations
• Aligning to delivery success team to ensure compliance to capacity plans and quality of capacity
• Work with field sales organisation 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 efficacy)
• Enablement/communications
• Point of contact for localized enablement to partners
• Promotion/evangelism 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
• To include targeted account mapping
• Prepare quarterly assessments/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:

• Adept at addressing cultural and geographic differences in global strategy implementation

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

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.

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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.

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