Description:
The SailPoint Strategic GSI Partner Director is responsible for managing the overall relationship of our strategic global system integrators and advisories, specifically supporting Accenture. This position helps the partner establish and grow key services line capabilities that drive SailPoint license and subscription revenue. This is achieved through the management of all facets of the alliance partnership. The individual will be the expert and advocate for the alliance partner with a deep understanding of their key market segments/customers that they serve, services capabilities spanning advisory, deployment and managed services, their sales processes, solutions/IP and overall organizational alignment.
The successful partner director can successfully navigate the SailPoint organization across executive leadership, product management, sales and operations to develop and execute an aligned partner growth strategy. Conversely, the individual will develop senior level relationships within the GSI alliance partner organization, specifically supporting Accenture, working across all sales and delivery functions to establish mutually beneficial relationships. Success will be measured through development of a strategic roadmap, tactical execution, joint go-to-market, opportunity sourcing and overall revenue growth.
Job Function and Responsibilities:
- Oversee all aspects of Partner/SailPoint relationship spanning Sales, Product Management, Product Marketing and Marketing
- Development and co-management of a comprehensive quarterly and annual (GLOBAL) business development plan with sponsorship and participation from all stakeholders (internal and external)
- Create and maintain a sales and enablement forecast
- Increase Partner sales awareness and delivery capability of SailPoint (Direct and Indirect)
- Promote available resources and tools
- Train partner and key delivery resources how best to sell and service SailPoint products
- Increase deal registration and sourcing opportunities by providing support and training to sales teams
- Work with the sales teams to assist with any special pricing quotes
- Effectively coordinate related Partner activities across all major geographies including Americas, EMEA and APJ.
- Conducts annual and quarterly account planning sessions with salesforce which includes segmenting account base to coordinate customer contact..
- Oversee the deal registration process including but not limited to, special pricing, geo allocation and any other processes associated with deal registration.
Primary Qualifications:
- 10+ years of work experience with progressive responsibility in SaaS technology field sales, channel sales, or business development
- 10+ years of experience working directly with GSI partners
- 5+ years of experience with the big4 or Accenture
- Experience leading cross-functional teams and managing a partner-centric business required
- Strong leadership and communication skills, as well as strong teaming and interpersonal skills
- Strong critical thinking, organization, program management and execution skills are a must
- Exceptional business acuity, technology prowess and strategic analysis skills
- Previous consulting, product management, alliances, sales/marketing and/or business analyst experience
- Experience with storage solutions, software applications and data center operations preferred
- Excellent communication, presentation, and demonstrated analytical skills
- 30% - 40% travel required
Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.
As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):
$102,540 - $146,520 - $190,500
Base salaries for employees based in other locations are competitive for the employee’s home location.
Benefits Overview
1. Health and wellness coverage: Medical, dental, and vision insurance
2. Disability coverage: Short-term and long-term disability
3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
6. Financial security: 401(k) Savings and Investment Plan with company matching
7. Time off benefits: Flexible vacation policy
8. Holidays: 8 paid holidays annually
9. Sick leave
10. Parental support: Paid parental leave
11. Employee Assistance Program (EAP) and Care Counselors
12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
13. Health Savings Account (HSA) with employer contribution
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.
