Sr. Manager, Americas Alliances and Channels

11 - 15 years experience  •  Software

Salary depends on experience
Posted on 11/06/17
11 - 15 years experience
Software
Salary depends on experience
Posted on 11/06/17

The SailPoint Alliance and Channel Management team is responsible for creating, enabling, maintaining, and expanding the routes to market and indirect saleschannels that can be used to grow SailPoint Revenues.   This person has the responsibility to oversee the daily performance and execution of the SailPoint Partner team (currently 8 people) in the Americas. 

Responsibilities:

  • Manage the SailPoint alliance and channel program and the existing team of Regional Partner Managers (team of 8) with the goal of generating new Pipeline and Quarterly Sales Results with existing resellers while identifying, developing and managing new partners
  • Develop a strategy and align with the AMS VP of Sales and 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), Optiv, and many otherchannel partners.  Experience with those firms is important.
  • 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
  • Oversee progress against goals related to new Sourced Opportunities, and product specific pipeline and performance goals 

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:

  • 10 years of Business to Business salesexperience, with minimum of 3 years in the Identity Access Management or Security Industry
  • Proven results in a partner-oriented sales environment
  • 5 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

R000565

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