Partner Development Manager at SailPoint

Job description

SailPoint is the leading, AI-driven security platform providing the autonomous governance that best solves the needs for the modern enterprise. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customer's demand. We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row. The Role We are seeking an experienced and entrepreneurial Partner Development Manager (PDM) to manage, enable, and expand our strategic alliances with SailPoint’s largest and most strategic named partners. In this key role, you will serve as the primary liaison between SailPoint's Go-to-Market (GTM) organization and our partners' GTM teams to develop joint market strategies, drive robust pipeline, and accelerate revenue. Experience in working with PwC and IBM across EMEA is advantageous. To excel, the position requires a person: Who is highly proactive, possesses a strong bias for action, and has a proven track record of working independently to achieve strategic alliance and revenue goals. Who is hands-on, team-oriented, and exhibits strong leadership traits along with excellent entrepreneurial business acumen. Who can communicate with clarity, passion, and dedication, establishing trusted cadences and executive alignment within both SailPoint and partner networks. Who can adeptly address and navigate cultural and geographic differences in global strategy implementation. Who will confidently embrace the vibrant culture of SailPoint, acting with unwavering integrity and dedication to company success. Who demonstrates a highly consultative, analytical approach, using data-driven metrics to optimize partner activities, deliver business insights, and influence cross-functional teams. Responsibilities: Formulate and own the complete partner strategy for named partners, establishing comprehensive joint business, marketing, and technical certification plans to ensure mutual field alignment. Build and drive mutually agreed-upon GTM solutions, offers, and KPI frameworks that generate partner-sourced and partner-influenced pipeline. Develop and execute detailed capacity and capability plans to guarantee that partners are well-positioned and certified to deliver successful customer implementations. Collaborate closely with the delivery success team to monitor and ensure partner compliance with capacity plans and guarantee high-quality partner implementation delivery. Serve as the primary point of contact for localized partner enablement and passionately evangelize partner capabilities to SailPoint field sellers to drive active account mapping. Coordinate SailPoint's involvement in partner promotions and marketing activities to ensure optimal market coverage and brand presence in the specified territory. Identify and manage sales opportunities within the partner network, coordinating targeted account mapping and collaborating with regional partner managers and field sales teams. Prepare and deliver detailed quarterly assessments of partner program performance, pipeline health, and KPI metrics to the management team and sales leadership. The Path to Success (Milestones): 1-Month Milestones (The "Learning" Phase): Complete SailPoint's corporate onboarding and product-specific enablement courses to gain a comprehensive understanding of our AI-driven security platform. Build your internal virtual network by meeting key stakeholders across regional partner management, field sales, partner marketing, and delivery success teams. Familiarize yourself with SailPoint's language of acronyms, technical terms, and core systems (Salesforce, partner portals). Understand the strategic objectives of the global alliance organization and how your specific named partners align with SailPoint's overall growth goals. 2-Month M