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 Middle East and Africa region. 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 organisation and our Partners GTM organisation. 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 organisation 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 localised 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 organisation 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
7+ 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 but not required
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 optimise 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
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.
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