Partner Development Manager

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