Partner Development Manager

SailPoint; United States; Remote; USD 60,000 - 80,000; Full time

Job summary

An established industry player is seeking a dynamic Partner Development Manager to spearhead strategic partnerships and drive market success. In this pivotal role, you will leverage your extensive experience in partner management to create and maintain relationships with key partners, develop market strategies, and monitor performance against KPIs. This position demands strong leadership, exceptional communication skills, and a proactive approach to problem-solving. If you are passionate about technology and thrive in a collaborative environment, this opportunity offers a chance to make a significant impact in a vibrant and innovative culture.

Qualifications

• 10+ years of experience in Partner Management and leadership.
• Strong communication and collaboration skills essential.

Responsibilities

• Own the complete partner strategy for named partners.
• Develop and complete capacity plans for successful customer implementations.

Skills

Partner Management

Leadership

Communication Skills

Analytical Skills

Collaboration Skills

Education

Bachelor's degree in IT, business or sales related field

Job description

Overview

As a Partner Development Manager (PDM), you will have a demonstrated record of success in partner relations and account management for large strategic/named partners. The Partner Development 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 through specified partner(s). The PDM must possess integrity and confidence and will have the ability to embrace the vibrant culture of SailPoint.

The PDM is responsible for creating, enabling, maintaining, and expanding the partnership and routes to market with SailPoint’s largest partners. You will be instrumental in acting as a liaison between SailPoint’s GTM organisation and our Partners GTM organisation. You will help create market strategies to develop pipeline, monitor performance against defined KPI’s, along with connecting and establishing a cadence with key executive relationships within both SailPoint and your partners.

Responsibilities

• Own the complete partner strategy for named partners to include, but not limited to:
• Business plans/marketing plans/technical certification plans
• Building GTM solutions and offers
• Executive and functional alignment across field and other dependent orgs
• Building and driving mutually agreed upon KPIs and expected results
• Develop and complete capacity plans to assure the partner is well positioned to deliver successful customer implementations
• Aligning to delivery success team to ensure compliance to capacity plans and quality of capacity
• Enablement/communications
• Point of contact for localized enablement to partners
• Promotion/evangelism of partners to SailPoint sellers
• Coordinate SailPoint involvement in partner promotions and marketing activities to ensure the best possible SailPoint Market coverage
• Identify customer sales opportunities through the partner network and work with the regional partner manager team and 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 of the partner program, and deliver this information to members of the management team including sales leadership

Requirements

• 10+ years of experience in Partner Management and leadership
• Bachelor's degree or global equivalent in an IT, business or sales related field preferred but not required
• Proven results in a partner-oriented sales environment
• Understanding of technology, technology innovations, and new technology in large enterprises
• Strong communication and collaboration skills
• Must apply analytical and data-driven metrics to create improvements, provide practical business insights and persuade others
• 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 optimise processes
• Ability to handle multiple concurrent projects and drive initiatives in a cross-functional environment
• Expected 50% business travel

Regional consideration:

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

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.