The Technology Partner Business Development Manager identifies, pursues, negotiates, contracts and manages SailPoint new technology alliances. These Technology Partners align with SailPoint's current and future product strategies and demonstrate the ability to drive incremental business.
Candidates for this role must possess significant partnership experience in the broader enterprise IT industry, ideally including the cyber security market, along with excellent communications, facilitation and collaboration skills. The Technology Partner Business Development Manager must be comfortable working at all levels across all departments necessary to achieve the goals of each alliance. Ideal candidates will also demonstrate a working knowledge of enterprise security and IT challenges, adoption preferences, incumbent suppliers and future trends.
Responsibilities:

• Develop new technology partner alliances (inbound and outbound), tuning each alliance based on an ongoing alignment with SailPoint product and business strategy
• Establish new contacts (executive team, board, etc.) and leverage existing contacts as needed to initiate new alliance dialogues, establish partnership process, negotiate terms and execute applicable contracts
• "Land and expand" within each alliance according to specific strategic objectives, which could range from mere awareness to programmatic engagement to strategic co-innovation and go-to-market
• Lead and manage a full cycle of partner development activities spanning structured technology partnering programs, technology integration, joint marketing, sales teaming, and joint product development

Requirements:

• Five or more years in relevant alliance business development positions; product management and/or sales/channel experience is a plus
• General working knowledge of IT industry structure, including key categories and relationships between technology vendors, channels, systems integrators, service providers, standards bodies and analyst firms
• Expertise at partner pipeline management and reporting
• Excellent negotiation skills with win/win approach to relationship development
• Highly effective at multi-tasking and organizing multiple priorities, with sense of urgency and ability to execute
• Ideally, specific working knowledge of several relevant security market sectors, such as network security, endpoint security, vulnerability management, SIEM/UEBA and threat intelligence
• Familiarity with all major product delivery form factors and licensing schemes, including on premise software, hardware appliance, virtual appliance, single-tenant SaaS, multi-tenant SaaS, perpetual licensing, term licensing and subscription licensing
• Ability to measure and report on alliance progress in quantitative and qualitative terms
• Demonstrated success in developing, managing and evolving high impact technology alliances
• Excellent interpersonal, facilitation, and communication skills
• Education:BA/BS required
• Travel:This position could require up to 30% travel, when travel is necessary. Otherwise, this will be 100% remote opportunity.
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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.