We’re looking for a Strategic Partner Director to lead our CSP engagement and join us in spreading the power of Saviynt. Reporting to SVP Business Development for Cloud and Tech Alliances and aligned with SVP EMEA Sales, you will work alongside a team who is focused on how we can build scalable routes to market through AWS, Azure and Google Cloud to reach customers and solve their identity security challenges. You will help us design, build, and implement a successful regional plan aligned to our CSP revenue goals and a co-sell strategy, including enablement and scalable revenue-generating programs.
WHAT YOU WILL BE DOING
Build relationships with key GTM stakeholders within AWS, Azure and Google Cloud and work closely with the Saviynt sales, channel and global alliance teams to focus on growing our business opportunities together with the CSPs
Manage the regional CSP plan for EMEA and executive engagement with CSP business stakeholders in the region. Build plans tailored the EMEA region and collaborate with the channel ecosystem
Identify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teams
Lead the strategy for account-based co-sell opportunities; present to CSP audiences our “better together” story (lead gen) on team calls, lunch and learns at CSP offices across EMEA
Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams
Support the Global Cloud Alliance Lead to plan and support QBRs and EBCs on a regional and global level
Work with our channel team to develop a triparty demand gen,field and transactional strategy (CPPO, MPO, MCPO)
Collaborate with cross-functional teams to support regional CSP field events- strategic and local
Identify, create and distribute vertical win-stories and use cases
What You'll Bring
A minimum of 5+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc.
10+ years of experience working in GTM for SaaS companies
A deep understanding of the CSPs’ respected marketplaces and ecosystems
Process Oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portal
A Matchmaker. You know how to find the right partner for the right opportunity
A Team Player. Selling is a team sport, and the field is our customer. You were your previous Field teams "go to" partner person
You know how to earn, build, and maintain trust
Happy and willing to travel up to 40% of the time as needed
Experience in building relationships and scaling them
SaaS Channel Experience
Consistently hit your target year after year
Cloud Service Provider Marketplace experience
Bonus Points
Experience working with the traditional channel, SIs and GSIs
Experience working with cloud native consulting partners
Identity Security Domain expertise
Cloud Domain expertise
Successful SaaS Start-up experience
CSP Cloud Practitioner
Have worked with Tackle.io and SFDC
