Partner Manager

This is a fully remote position, open to applicants in Japan.

📋 Description

• Develop and implement a comprehensive ecosystem strategy for partners that aligns with SailPoint’s business goals and growth objectives.

• Cultivate and enhance strategic relationships with consulting partners, system integrators, technology partners, and distributors.

• Identify, recruit, and onboard new strategic partners.

• Utilize distributor and partner networks to expand SailPoint’s market presence.

• Collaborate with field sales teams to uncover opportunities and generate new pipeline and revenue.

• Integrate SailPoint solutions, technology, and value propositions into the go-to-market strategies and solution portfolios of partners.

• Establish regular business review meetings with strategic partners.

• Develop and implement partner enablement programs.

• Promote partner delivery certifications and accreditations.

• Formulate and execute joint partner marketing strategies and demand-generation initiatives.

• Ensure partners align with SailPoint’s vision, product roadmap, corporate strategy, and go-to-market priorities.

• Guarantee compliance with channel policies, partner programs, operational procedures, legal, and contractual obligations.

• Maintain executive-level relationships across both SailPoint and partner organizations.

• Serve as a trusted advisor and primary point of contact between SailPoint and partner leadership teams.

• Influence cross-functional stakeholders and mobilize internal resources to expedite joint business outcomes.

• Establish partner market segmentation, playbooks, business plans, route-to-market strategies, and operational rhythms.

• Promote the adoption of SailPoint accreditations and delivery certifications.

⛳️ Requirements

• Over 15 years of demonstrated experience in partner management, channel sales, alliances, or business development within the enterprise software sector.

• Proven success in developing and executing partner strategies that generate pipeline, revenue, and market growth.

• Strong understanding of ecosystems involving distributors, systems integrators, consulting firms, and technology partners.

• Experience in formulating joint business plans, partner enablement programs, marketing initiatives, and engaging with executives.

• A robust commercial and entrepreneurial mindset.

• Exceptional communication, presentation, negotiation, relationship-building, and collaboration skills.

• Capability to operate independently, take ownership, and execute with a strong focus on action.

• Ability to adapt and learn new and disruptive technologies.

• Strong stakeholder management capabilities and the ability to influence across various functions and organizational levels.

• High integrity, professionalism, confidence, and accountability.

• Experience in cybersecurity, identity security, non-human identity, Agentic AI, or other enterprise technology solutions is highly preferred.

• Proficiency in English is required for business communication.

• Experience in building partner strategies, business plans, enablement programs, GTM offerings, and marketing initiatives.

🏝️ Benefits

• Equal opportunity employment.

• Reasonable accommodations for individuals with disabilities.