Role/Title
Partnerships Manager
About SailPoint
SailPoint is the leader in identity security for the cloud enterprise. Our identity security solutions secure and enable thousands of companies worldwide, giving our customers unmatched visibility into the entirety of their digital workforce and ensuring that workers have the right access to do their job—no more and no less.
Built on a foundation of AI and ML, our Identity Security Cloud Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and changing needs of today’s cloud-oriented, modern enterprise.
Overview
SailPoint is seeking a Partnerships Manager to focus on executing our product partnership strategy to accelerate SailPoint’s organic roadmap and / or GTM efforts. This may include, but is not limited to, the orchestration of product integrations and joint product offerings with prospective partners, as well as the negotiation and execution of key SailPoint infrastructure relationships (e.g. cloud and data platforms). This is a high visibility role working closely with product leadership, as well as our Corporate and Business Development teams.
Experience Required
5 or more years in partnerships, alliances, business development, and/or technical project management
Experience in high growth SaaS companies, ideally in cybersecurity, identity, or data platforms
Product or technical background strongly preferred
Skills Required
Partnership Strategy Development: Work with product and sales leadership to help define optimal, customer-driven outcomes for select partnership opportunities sourced by SailPoint’s executive leadership, GTM organization, Technology Alliances Program and / or Corporate Development
Cross-Functional Coordination: Orchestrate multiple functions, including Product, Engineering, Sales, Marketing, Legal, and Finance to execute various workstreams dependent on partnership type
Due Diligence & Deliverables: Work with cross-functional teams to develop business cases including revenue forecasts, joint use cases, customer journey maps, co-marketing materials, etc.
Deal Structuring & Negotiation: Develop and negotiate mutually beneficial partnership agreements with Legal and other stakeholders, considering financial, operational, and strategic implications
Executive Relationship Management: Coordinate and run regular status update calls and / or quarterly read outs with key internal and external executives to maintain partnership execution progress and / or oversee and track goals of executed partnerships (e.g. steering committee meetings)
Build vs. Buy vs. Partner: Serve as liaison between M&A, product, and partnership teams and ensure alignment
Other
Location: Remote
Minimal travel will be required
Individual contributor role
Roadmap for Success:
1 Month
Goal: Onboard and integrate into the team
Activities:
Build relationships with Product Management (PM) and Engineering stakeholders
Build relationships with relevant non-Product/Engineering stakeholders (GTM, Legal, etc.)
Familiarize yourself with the specific market areas and partnership types you'll be responsible for
Transition project management ownership of in-flight partnerships
3 Months
Goal: Execute and report on partnership strategy
Activities:
Delineate partnership opportunities into specific categories and maturity stages
Orchestrate cross-functional stakeholders to execute partnerships
Schedule and lead bi-weekly, monthly, and/or quarterly report outs to relevant executives
6 Months
Goal: Establish programmatic partnership execution playbook & governance structure
Activities:
Construct "playbooks" for partnership execution by partnership type
Standardize structure for bi-weekly, monthly, and/or quarterly report outs to relevant executives
Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.
As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):
$118,300 - $169,000 - $219,700Base salaries for employees based in other locations are competitive for the employee’s home location.
Benefits Overview
1. Health and wellness coverage: Medical, dental, and vision insurance
2. Disability coverage: Short-term and long-term disability
3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
6. Financial security: 401(k) Savings and Investment Plan with company matching
7. Time off benefits: Flexible vacation policy
8. Holidays: 8 paid holidays annually
9. Sick leave
10. Parental support: Paid parental leave
11. Employee Assistance Program (EAP) and Care Counselors
12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
13. Health Savings Account (HSA) with employer contribution
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.