SailPoint
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VP AMS Partners at SailPoint

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The SailPoint Partner team is responsible for creating, enabling, maintaining, and expanding the routes to market with our partners. SailPoint has the most extensive partner eco-system in the cybersecurity industry that can be used to grow SailPoint Revenues. This executive will have the responsibility to set the strategy and execute and manage the partner team in oversee the daily performance and execution of the SailPoint Partner team in the Americas.
Responsibilities:
  • Manage the SailPoint Partner Managers (10+) with the goal of generating new Pipeline and Quarterly Sales Results with existing and new partners with the goal of those opportunites closing. Identifying, developing and managing new partners.
  • Develop a partner strategy and align with the AMS SVP of Sales and the entire Sales Management team
  • Facilitate and Manage all activities and communication between the Alliance Partners, Channel Partners, SailPoint corporate, field sales, and SailPoint Partner teams to meet quarterly expectations against Demand Generation, Partner Management, and Forecasted Sales Results
  • Driving the AMS relationship with our top partners including the GSI's (Accenture, Deloitte, PwC, EY, etc) and other strategic SailPoint channel partners like Optiv, CDW, Sirius, and Guidepoint and many other channel partners. Experience with those firms is important.
  • Create GTM offerings with our most strategic partners that will move the needle
  • Assist in the development and delivery of Sales, Technical, and Process training to ensure Partners and Resellers are well equipped to effectively market, position, and sell SailPoint products
  • Work closely and align with Partner Enablement, Partner Marketing, Partner Delivery Managers and others to deliver best possible outcomes to partners.
  • Coordination of SailPoint resources to deliver scalable enablement tools and events to the SailPoint Partner community
  • Assist in the creation of Partner Specific Marketing, Demand Generation, and Sales tools
  • Identify customer sales opportunities through the partner network and work with the regional partner manager team and field sales organization to help manage the opportunities through the company's selling and pipeline management process
  • Work with the field sales organization during Territory Management & Planning Reviews to understand the strength of the existing partner presence, identify where partners require additional training, and where there is a requirement for new or additional partners
  • Work with field sales organization to identify and develop partner relationships to provide field sales with a solid, productive base of channel support and sales results
  • Identify new routes to market to better extend the SailPoint market presence
  • Prepare quarterly assessments of the partner program, and deliver this information to members of the management team including sales leadership
  • Oversee progress against goals related to new Sourced Opportunities, and product specific pipeline and performance goals

Key Performance Indicators, Metrics and Measurements:
  • AMS License Bookings
  • Partner Sourced Bookings
  • Partner Capacity growth as measured by Certifications

Requirements:
  • 10- 20 years of Business to Business sales experience, with minimum of 3 years in the Identity Access Management and/or Cyber Security Industry highly preferred
  • Proven performance with a SaaS vendor(s)
  • Proven results in a partner-oriented sales environment
  • 5 years of experience managing a high performance partner team
  • Understanding of technology, technology innovations, and new technology in large enterprises
  • Global experience preferred
  • Business travel required based on the new norm

Education: Bachelor's degree or global equivalent in an IT, business or sales related field
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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What are SailPoint Perks + Benefits

SailPoint Benefits Overview

Experience a Small-company Atmosphere with Big-company Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available

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