Sr. Director, Global Partners at SailPoint

| Austin
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The SailPoint Global Partner team is responsible for creating, enabling, maintaining, and expanding the routes to market with SailPoint’s largest partners.   The Senior Director of Global Partner has the responsibility to oversee the daily performance and execution of the team.

Responsibilities:

  • Manage the SailPoint Global Partner (team of 3) as well as take lead on creating new relationships with the goal of generating new pipeline
  • Put together strategic plans with goals and tactics for significant pipeline and bookings growth across all of the partner vectors below:

1) G5 – Accenture, Deloitte, EY, KPMG, and PwC

2) Strategic GSI’s – IBM, Cap Gemini, DXC, Protiviti, and the Indian SI’s

3) Scale global resellers –NTT Security (Dimension Data) and CDW

  • Oversee progress against goals related to new Sourced Opportunities, and product specific pipeline and performance goals 
  • 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 
  • 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
  • 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
  • Coordinate SailPoint involvement in partner promotions and marketing activities to ensure the best possible SailPoint Market coverage
  • 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

Key Performance Indicators, Metrics and Measurements:

  • Connectivity between SailPoint Field Sales Representatives and their Regional Reseller Counterparts in all Assigned Territories and Geographies
  • Number and Value of new opportunities sourced by the Partner Community (where the Partner is recorded as the “Sourced by” Partner in Salesforce.com)
  • Number and Value of Opportunities in the current active pipeline where a Partner is recorded as the Primary Partner
  • Number and Value of Closed opportunities that have been resold or influenced by the Partners

Requirements:

  • 20+ years of Business to Business sales experience
  • Proven results in a partner-oriented sales environment
  • 10 years of experience managing a high-performance team in a remote environment
  • Understanding of technology, technology innovations, and new technology in large enterprises
  • Global experience
  • 50% Business travel 

Education:  Bachelor's degree or global equivalent in an IT, business or sales related field

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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Technology we use

  • Engineering
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Location

11120 Four Points Drive, Austin, TX 78726

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 stand up
Open door policy
Diversity
Documented equal pay policy
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)
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
Acme co. sponsors family oriented events Semi-annually.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Acme Co. hosts company outings Annually.
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Professional Development Benefits
Job Training & Conferences
Acme Co. offers employees professional development opportunities like The ability to attend job related conferences and seminars.
Lunch and learns
Acme Co. hosts lunch and learn meetings once per month.
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