Partner Manager
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Job Description
Partner Manager expanding SailPoint’s Japan partner ecosystem for identity security software growth. Driving alliances, enablement, go-to-market strategy, pipeline, and revenue.
Responsibilities:
- Develop and execute a comprehensive partner ecosystem strategy aligned with SailPoint’s business priorities and growth objectives
- Build and strengthen strategic relationships with consulting partners, system integrators, technology partners, and distributors
- Identify, recruit, and onboard new strategic partners
- Leverage distributor and partner networks to increase SailPoint’s market presence
- Collaborate with field sales to identify opportunities and generate net-new pipeline and revenue
- Embed SailPoint solutions, technology, and value proposition into partners’ go-to-market strategies and solution portfolios
- Establish business review cadences with strategic partners
- Develop and execute partner enablement programs
- Drive partner delivery certifications and accreditations
- Develop and execute joint partner marketing strategies and demand-generation activities
- Ensure partner alignment with SailPoint’s vision, product roadmap, corporate strategy, and go-to-market priorities
- Ensure compliance with channel policies, partner programs, operational processes, legal, and contractual requirements
- Maintain executive-level relationships across SailPoint and partner organizations
- Act as trusted advisor and key point of contact between SailPoint and partner leadership teams
- Influence cross-functional stakeholders and mobilize internal resources to accelerate joint business outcomes
- Establish partner market segmentation, playbooks, business plans, route-to-market strategies, and operational cadences
- Drive adoption of SailPoint accreditations and delivery certifications
Requirements:
- 15+ years of proven experience in partner management, channel sales, alliances, or business development within the enterprise software industry
- Demonstrated success developing and executing partner strategies that drive pipeline, revenue, and market growth
- Strong understanding of distributor, systems integrator, consulting, and technology partner ecosystems
- Experience developing joint business plans, partner enablement programs, marketing initiatives, and executive-level engagements
- Strong commercial and entrepreneurial mindset
- Excellent communication, presentation, negotiation, relationship-building, and collaboration skills
- Ability to operate independently, take ownership, and execute with a strong bias toward action
- Ability to adapt and learn new and disruptive technologies
- Strong stakeholder management skills and ability to influence across multiple functions and organizational levels
- High level of integrity, professionalism, confidence, and accountability
- Experience in cybersecurity, identity security, non-human identity, Agentic AI, or other enterprise technology solutions is highly desirable
- Business proficiency in English is required
- Experience building partner strategies, business plans, enablement programs, GTM offerings, and marketing activities
Benefits:
- Equal opportunity employment
- Reasonable accommodations for individuals with disabilities
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