Regional Partner Manager

Clutch Canada; India; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

SailPoint seeks an experienced Regional Partner Manager to run the India partner ecosystem. You will develop and implement a regional partnership strategy to expand SailPoint’s reach in the market, acting as a liaison between SailPoint’s GTM organization and partner GTM teams.

You will drive market strategies, KPI monitoring, certifications, and partner business plans. The role requires a proven track record in partner relations and account management, a bias for action, and strong leadership.

Qualifications

• 10+ years of experience in Partner Management and Business-to-Business sales.
• Bachelor's degree or global equivalent in 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 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.

Responsibilities

• Create, enable, maintain and expand routes to market and indirect sales channels to grow SailPoint revenues.
• Own and manage business plans with regional partners to drive alignment and demand generation; define market coverage strategy and build GTM solutions.
• Coordinate resources across the territory and align with delivery success teams for capacity and quality.
• Work with field sales to identify and develop channel partner relationships and pipeline; manage conflicts and forecasting.

Skills

Partner management

B2B sales

Communication

Education

Bachelor's degree

Job description

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

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.