The SailPoint Director, Technology Alliances is responsible for managing key technology partners relationships by building strong alliances with strategic ISVs and hyperscale partners resulting in key go-to-market initiatives and innovations. This position helps SailPoint and the partner establish and grow license and subscription revenue. This is achieved through the management of all facets of the alliance partnership spanning Product alignment to GTM planning and execution.   This position is the primary coordination point for partnerships that support market share growth for our partners. The individual will be expert and advocate for the alliance partnership with a deep understanding of their solution(s), organization, and key market segments/customers that they serve.   

The successful Director, Technology Alliances can successfully navigate the SailPoint organization across executive leadership, product management, sales and operations to develop and execute an aligned partner growth strategy. Conversely, the individual will develop senior level relationships within the Technology Partner organization, working across the organization to establish mutually beneficial relationships. Success will be measured through development of a strategic roadmap, tactical execution, joint go-to-market, opportunity sourcing and co-sell revenue growth.

Responsibilities:

• Reporting to the VP Global Strategic Partners, you will refine our global ISV partner strategy, develop annual and quarterly plans and KPIs

• Work closely with the product, technology, sales and marketing, and legal teams to launch new partnerships and ensure that partnership and integration strategy is in line with business initiatives throughout the organization

• Develop and maintain relationships with strategic technology partners (e.g., SAP, Workday, Google, Duo, CyberArk) and develop executive level relationships within these key strategic partners and alliances

• Initiate and develop SailPoint’s ISV partner ecosystem and expand our connectivity

• Collaborate with customer success and sales teams to define and execute the alliance Go-To-Market strategy. Support sales/customer engagement

• Build connection with SailPoint’s sales teams and helps generate pipeline from joint co-sells

• Maintain standing partner cadence and conduct regular quarterly business reviews.  

• Contribute to partner marketing efforts with the help of Partner Marketing Managers for marketing and co-marketing opportunities (lunch-n-learns, seminars, webinars, campaigns, trade shows)

Requirements:

• You must have a background in technology including experience in Alliance. You enjoy working with people and technology, and as such you have both the ability to interact with various teams as well as excellent relationship-building and communication skills.

• Bachelor's degree required; MBA or Advanced Degree preferred

• 5+ years of experience with alliances leadership in Enterprise Software (including Enterprise SaaS) driving partner relationship and growth with key technological partners

• Strong collaboration and teamwork skills, with experience influencing change across a global & matrix organization

• Ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.

• Strong leadership and influencing skills

• Strong presentation, listening, interpersonal, and communication skills

• Well organized and structured; able to manage multiple tasks simultaneously

• Self learner, team player, enjoys sharing ideas and knowledge

• Willingness to travel 20-30%

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