Regional Partner Manager

SailPoint Technologies Holdings, Inc.; India; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

SailPoint Technologies Holdings, Inc. is seeking a seasoned Regional Partner Manager to lead the India partner ecosystem. You will drive partner strategies, enablement, and GTM initiatives to expand SailPoint’s reach and revenue within the region.

The role requires strong partner management, strategic thinking, and proven collaboration with field sales and internal teams to achieve quarterly targets.

Qualifications

• 10+ years of partner management and B2B sales experience.
• Proven ability to manage partner relationships and drive revenue.
• Strong communication and collaboration skills.
• Ability to manage partner expectations and optimize processes.

Responsibilities

• Create, enable, maintain, and expand routes to market and indirect sales channels to grow SailPoint revenues.
• Own and manage the business plan with regional strategic partners to drive alignment, enablement, and demand generation.
• Define and implement market coverage strategy.
• Build GTM solutions and offers.
• Align with internal and external resources inside the specified territory.
• Manage KPIs and expected results.
• Develop capacity plans to assure partners are positioned to deliver.
• Align with delivery success team, capacity plan and quality of resources.
• Work with field sales to identify and develop channel partner relationships for pipeline and results.
• Manage conflict resolution, forecasting/deal management.
• Enablement/communications and localized partner enablement.
• Coordinate activities between Channel Partners, SailPoint teams to meet quarterly expectations.
• Identify customer opportunities through partner network and work with field sales on opportunities.
• Prepare quarterly business/territory reviews for management and sales leadership.

Skills

Partner management

B2B sales

Communication

Collaboration

Education

Bachelor’s degree in IT/Business/Sales

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
• 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

1. During your first month with the company you should achieve:

   • 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

2. By the end of your second month you should achieve:

   • 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

3. By the end of your third month you should achieve:

   • 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

4. By the end of your fourth month you should achieve:

   • 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

5. After completing your first successful six months in this role at SailPoint you will have achieved:

   • 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

Equal opportunity statement

SailPoint is an equal opportunity employer and we welcome all qualified candidates 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 [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.

Equal opportunity and affirmative action

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.

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.