Senior Manager, Partner Delivery Enablement
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The Partner Delivery Enablement Manager works very closely with SailPoint’s Partner community as well as internal Channels, Sales & Services teams and is responsible for ensuring that Partner deployments of SailPoint software are setup and delivered successfully. This enables us to maintain our high levels of client satisfaction, enables growth in our delivery community and ultimately helps SailPoint grow our business.
This position will lead a team as well as have assigned partners to support in the Americas region reporting directly to the head of Partner Enablement.
Responsibilities
- Adopt player/coach role, by managing partner delivery enablement team
- Identify areas of focus and improvement around partner enablement
- Collaborate with SailPoint’s Professional Services and Product teams to develop delivery enablement programs and supporting material to enable Partners to deliver SailPoint’s new and updated products.
- Support Partners in their efforts to develop service offerings for SailPoint’s new products.
- As part of SailPoint’s on-boarding process for Partners, introduce them to the Services side of the organization and take them through the delivery enablement journey
- Build relationships with key Partner personnel and provide them with guidance and support on how to setup and build a successful SailPoint delivery practice
- Educate Partners in deployment best practices & successful project setup and structure
- Ensure that Partners are aware of the deployment tools available
- Monitor Partner delivery capability with SailPoint offerings and communicate path to certification
- Educate and support Partners with pre-sales project scoping efforts
- Assist with the sales process for the delivery portion of Partner led deals
- Sell the value of SailPoint engagement on Partner led projects
- Ensure that SailPoint Professional Services engagement is in line with Partner delivery capability and client complexity – being engaged for the right amount of time at the right time in order to deliver successfully
- Drive the value of SailPoint Training and Certification with partners to build successful delivery resources
- Market SailPoint’s Partner Training, Certification & Delivery services and educate the Channels & Alliances team on the value of these for Partners
- Assist with tracking the success of Partner led projects
- Track and report on the overall partner delivery capability in region, aligning with partner pipeline
- Build strategic working relationships with SailPoint’s Channels team, specifically the Partner Managers in region
- Assist Partner Managers in managing the business relationship with assigned Partners
- Participating in Partner QBR events providing delivery feedback
- Identifying opportunities to improve our Partner Delivery Enablement processes and resources
Experience Requirements:
- Bachelor’s degree or equivalent work experience (technical degree or masters degree a plus)
- 8+ years’ work experience in a client-facing role, preferably with experience in a Professional Services management role
- Strong customer facing skills (executive presence, writing skills, phone skills)
- Demonstrates a highly professional demeanor
- Management experience with strong leadership skills
- Demonstrable success as a strong negotiator and influencer
- Experience with deploying or supporting enterprise software strongly preferred, especially in a SaaS environment and/or an Identity and Access Governance context
- Ability to communicate technical details to a non-technical audience. Ability to foster credibility with a technical audience
- Ability to set and communicate expectations; skill in mediating and resolving problems
- Must be highly organized and able to prioritize and process several tasks concurrently
- Strong judgment with the proven ability to balance growth, retention and profitability business goals against operational constraints and risk
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