Regional Partner Manager

SailPoint; Maharashtra; On-site; INR 4,000,000 - 7,500,000; Full time

Job summary

SailPoint is seeking an experienced Regional Partner Manager to run the India partner ecosystem. You will develop and implement a regional partnership strategy, acting as a liaison between SailPoint and partner GTM teams to build pipeline and drive channel revenue.

The role requires hands-on leadership, proactive collaboration, and a proven track record in partner relations across regional markets. 40-50% travel is expected.

Qualifications

• 10+ years of experience in Partner Management and B2B sales.
• Bachelor's degree or global equivalent in IT, business or sales.
• Proven results in a partner-oriented sales environment.
• Strong communication and collaboration skills.
• Ability to manage expectations of partners and internal resources.
• In-depth experience managing partner activity and optimizing processes.
• Understanding of technology and innovations in large enterprises.
• Willingness to travel 40-50%.

Responsibilities

• Create, enable, maintain and expand routes to market and indirect sales channels.
• Own and manage the business plan with regional partners to drive alignment and demand generation.
• Define and implement market coverage strategy and GTM solutions.
• Align resources inside the territory and manage KPIs and results.
• Develop capacity plans to ensure partner delivery readiness.
• Coordinate with field sales to build partner relationships and pipeline.
• Manage conflict resolution, forecasting and deal management.
• Deliver enablement and communications for local partners.

Skills

Partner management

B2B sales

Communication

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, 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.