Regional Partner Manager, MEA

Overview 

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