Director of Strategic Alliances
The Director of Strategic Alliances identifies, pursues, negotiates, contracts, manages, and monetizes SailPoint’s most strategic Technology Alliances.
Candidates for this role must possess significant partnership experience in both the security and broader IT industries, along with exceptional communications, facilitation and collaboration skills. The Director of Strategic Alliances must be comfortable working at all levels across all departments necessary to achieve the goals of each Alliance. Ideal candidates will also demonstrate a strong understanding of enterprise security and IT challenges, and will have a proven track record with different go to market motions, technical abilities, and strong familiarity with co-opetitive models. This position reports to the VP of Business Development.
Responsibilities
- Develop, maintain, and monetize Strategic Alliance targets, based on ongoing alignment with SailPoint product and business strategy
- Coach SailPoint and Alliance Sales teams on the most optimal areas of joint engagement, and how to manage engagement where there is solution and use case overlap
- Report on existing and net new pipeline generated, and provide trend analysis. Make recommendations where appropriate to generate as much pipeline as possible.
- Manage executive relationships with Alliances, with substantial face time, in order to drive visibility and relevance
- Team with Marketing team to augment their efforts at pipeline generation
- Leverage existing contacts (executive team, board, etc.) and establish additional contacts as needed to engage top priority Alliances
- “Land and expand” each priority Alliance according to specific strategic objectives.
Requirements
- Ten or more years in relevant business development positions; product management experience is a plus
- General working knowledge of IT industry structure, including key categories of and relationships between technology vendors, channels, systems integrators, service providers, standards bodies and analyst firms
- Specific working knowledge of several relevant security market sectors, such as Access Management, Privileged Account Management, network security, endpoint security, vulnerability management, SIEM/UBA and threat intelligence
- Familiarity with all major product delivery form factors and licensing schemes, including 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: MBA or equivalent preferred; BA/BS required
Travel: This position requires 30% - 50% travel
SailPoint is the Worldwide Leader for Enterprise-Class IAM
We minimize risk and maximize business growth by managing access to data and resources across your enterprise. We do it effectively and securely for every person who interacts with your organization—any user, on any device, anywhere in the world.
We were first to recognize that companies could benefit from an approach to identity that addresses both IT and business priorities. We developed a unique risk-based model and leveraged that approach for everything from compliance to user provisioning. Then we followed that with the industry's first solution for truly extending enterprise identity management to applications in the cloud.
Today, we offer comprehensive products that can handle enterprise IAM on-premises or as a cloud-based service. This gives you the freedom to choose the best solution for your current needs, while at the same time establishing a clear path for future growth.
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.