Partner Development Manager

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 Milestones (The "Connecting" Phase):

• Establish introductions and connect with key executive and functional contacts at your assigned named partners. 

• Evaluate the status quo of your named partners' business plans, technical certification status, and current implementation capacity. 

• Develop a comprehensive territory and partner strategy plan, presenting it to partner leadership and SailPoint management for initial feedback. 

• Demonstrate strong Salesforce hygiene by updating partner activity, account mapping, and early-stage pipeline opportunities. 

3-Month Milestones (The "Contribution" Phase):

• Establish a formal operating cadence (recurring touchpoints, pipeline reviews) with both internal SailPoint virtual teams and partner contacts. 

• Finalize and execute joint business plans, marketing campaigns, and technical certification milestones with your named partners. 

• Begin active targeted account mapping and co-selling sessions to uncover new pipeline opportunities. 

• Present your completed partner capacity and enablement plans to the delivery success team for quality and compliance alignment. 

6-Month Milestones (The "Performance" Phase):

• Achieve or exceed early-stage partner-generated pipeline targets and joint KPI expectations. 

• Independently deliver partner-localized enablement programs and coordinate joint partner marketing/promotions with high market coverage. 

• Present your first comprehensive quarterly assessment of partner performance, capacity compliance, and business insights to sales and partner leadership. 

• Continuously optimize processes, address any operational bottlenecks, and refine joint GTM solutions to drive increased partner self-sufficiency. 

Education & Qualifications:

• Must Haves:

• 10+ years of proven experience in Partner Management and leadership within a partner-oriented, enterprise software or SaaS sales environment. 

• Strong track record of establishing and managing large, strategic/named partner alliances and navigating complex enterprise accounts. 

• Demonstrated experience managing partner activity, implementing process optimizations, and building joint GTM strategies. 

• Excellent communication, presentation, and collaboration skills, with the ability to manage expectations of both external partners and internal resources. 

• Ability to apply analytical and data-driven metrics to drive business improvements and persuade cross-functional stakeholders. 

• Adept at addressing cultural and geographic differences in global strategy implementation. 
  

• Nice to Haves:

• Bachelor's degree or global equivalent in an IT, business, or sales-related field. 

• In-depth knowledge of cybersecurity, Identity Governance Administration (IGA), or Identity and Access Management (IAM) software technology. 

Travel & Logistics:

• Expected Travel: Approximately 50% business travel is expected for this position. 

• Work Arrangement: Remote-first role with the flexibility to work from home, while traveling extensively for partner alignment and team sessions. 

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, colour, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. 

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.