Overview

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. 

We are seeking an experienced, highly motivated Regional Partner Manager to run the ASEAN 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.  

Responsibilities

The SailPoint Partner Management team is responsible for creating, enabling, maintaining, and expanding the routes to market and indirect sales channels that can be used to grow SailPoint revenuesOwn and manage the regional business plan with regional focus and defined regional partners, alignment with the PDM team, to drive partner alignment, enablement, and demand generation, to include but not limited to:Define and implement market coverage strategyBuilding GTM solutions and offersAlignment to internal and external resources inside the specified territoryManaging and driving to an agreed upon KPIs and expected resultsDevelop and complete capacity plans to assure the specified partners are well positioned to deliver successful customer implementationsAligning to delivery success team to ensure compliance to capacity plans and quality of capacityWork 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 resultsManage conflict resolution, forecasting/deal management (i.e., triangulation of deal efficacy) Enablement/communicationsPoint of contact for localized enablement to partnersPromotion/evangelism of partners to salesCoordinate all activities and communication between the Channel Partners, SailPoint corporate, field sales, and SailPoint Partner teams to meet quarterly expectationsIdentify 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 processTo include targeted account mappingPrepare quarterly assessments/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 experienceBachelor's degree or global equivalent in an IT, business or sales related field, preferredProven results in a partner-oriented sales environmentStrong communication and collaboration skillsMust be able to manage expectations of our partners and internal resources accurately and efficientlyMust have in depth experience managing partner activity and implementing changes to optimize processesUnderstanding of technology, technology innovations, and new technology in large enterprises Expected 40-50% business travel 

Regional consideration:

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

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 programUnderstand the value proposition of SailPoint and the growth drivers in APJSegment and prioritize your partners in each marketMeet 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 offeredWeekly meeting with sales management and AEs to align on field engagementsSegment the market where the partners play in

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 planMap our key priorities with the GTM initiatives of our partnersWork with the Account Executive on their top accounts and partner mapping

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 coverageDevelop joint GTM offerings and marketing activities for pipeline generationEnablement 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 successDefine the route to market to maximize the win ratesLead an operating cadence to engage partners with business and deal reviews Complete the SailPoint partner manager accreditation

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.