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 revenues
- Own 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 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 specified partners are well positioned to deliver successful customer implementations
- Aligning to delivery success team to ensure compliance to capacity plans and quality of capacity
- 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 efficacy)
- Enablement/communications
- Point of contact for localized enablement to partners
- Promotion/evangelism 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
- To include targeted account mapping
- Prepare 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 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:
· 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 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
- Segment 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 plan
- Map our key priorities with the GTM initiatives of our partners
- Work 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 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 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.
