Partner Manager

📋 Description

• • Manage and develop strategic relationships with SailPoint’s partner ecosystem, including system integrators, value-added resellers, advisory firms, and distributors, to drive partner-led pipeline creation and revenue growth.
• • Act as the primary liaison between SailPoint’s internal sales teams (Account Executives, regional sales leaders) and external partners to align on joint account mapping, co-selling opportunities, and deal registration.
• • Conduct regular virtual joint account mapping sessions with partner sales teams and SailPoint Account Executives to identify and prioritize new target opportunities, ensuring alignment on shared go-to-market strategies.
• • Coach and enable partners to effectively position SailPoint’s identity security solutions through certification pathways, training sessions, and guidance on solution messaging and competitive differentiators.
• • Utilize SailPoint’s CRM (Salesforce) and Partner Relationship Management (PRM) platforms to track partner engagement, monitor pipeline progression, and identify enablement gaps or underperforming areas.
• • Develop and execute joint sales plays and demand generation initiatives with key partners, resulting in measurable lead generation, increased partner-sourced opportunities, and customer wins.
• • Drive partner-sourced pipeline by initiating and managing at least three new deal registrations per quarter that align with SailPoint’s sales strategy and territorial priorities.
• • Establish and maintain a consistent operating rhythm with 3-5 key focus partners, including weekly/bi-weekly cadence calls and quarterly business reviews, documented through shared action items and progress tracking.
• • Analyze partner portal analytics and performance metrics to assess engagement levels, certification adoption, and utilization of partner program benefits such as marketing development funds.
• • Provide actionable feedback to internal SailPoint teams on partner needs, market insights, competitive pressures, and product messaging gaps to contribute to the refinement of the global partner program.
• • Develop, present, and secure agreement on joint business plans with 2-3 strategic partners, outlining specific revenue goals, enablement targets, and go-to-market activities for the next 6–12 months.
• • Contribute to achieving 20–30% of partner-influenced pipeline within assigned territory/segment by actively managing and expanding partner engagement across the sales funnel.
• • Optimize the partner ecosystem by identifying and successfully recruiting 1–2 new strategic partners while strengthening relationships with existing partners to maintain a balanced, high-performing portfolio.
• • Become a trusted advisor to both internal sales teams and external partners by demonstrating deep expertise in SailPoint’s solutions, partner-first GTM strategy, and joint revenue execution.
• • Travel up to 50% of the time to meet with partners, attend industry events, and conduct in-person joint planning sessions across Brazil and other designated regions.
• • Maintain a self-driven, ownership-oriented approach to managing multiple concurrent priorities in a fast-paced, remote environment with geographically distributed teams.
• • Ensure full compliance with SailPoint’s partner program guidelines, CRM protocols, and sales enablement standards while consistently delivering against quarterly and annual partnership goals.