Inside Partner Manager

JOB DESCRIPTION

Position Summary

The Inside Partner Manager will work in tandem with their Regional Field Partner Managers (PM) covering the Americas region managing their assigned partners and other regional partners at all levels. The objective of the role is to recruit, retain, enable, and empower their partners to sell SailPoint, and this entails several sales and marketing activities.

The role will be responsible for the relationship management of the SailPoint Partner community in the region, including updating them on SailPoint events, SailPoint developments and to ensure that their platform of choice is SailPoint.

Key Responsibilities & Tasks

• Manage high volume of inbound inquiries and activities (calls/emails)
• Coordinate sales activities with partners/consultants/and resellers
• Maintain and drive relationships within our partner community
• Referral Approvals and Fees - work with all non-partner referral agreements to ensure paper and sales leader approvals in place along with managing paper process for non-partner fees to be paid
• Manage deal registration queue – Monitoring inbound deal registrations, making sure they get properly assigned or closed out, and making sure they don’t stall out in the approval process.  This would also include resolving “problem” opportunities where there are different opinions on how a record should be marked.
• Field Sales Alignment with Non-Focused Partners – identify partner status, qualifications, certifications, and enablement strategy
• Provide AWS Support – work with Field and Partner Managers to input and update ACE/APN Portal registrations and alignment
• Demand Generation Event Planning – work cohesively with Partner Managers to drive field marketing events
• Deliver SailPoint Overview Presentations – Delivering SailPoint overviews to non-focus partners need awareness and a lens into
• Monitor and Respond to Partner Sales Alias – Respond to and monitor partners inquiries
• Access to Partner Resources – Partners need to know what resources are available to partners (i.e., Highspot) and will also request access for deal registrations
• Collections – If a partner is delinquent and SailPoint finance asks the channel to help, we could have this resource check with the partner for why the payment is delinquent.

Qualifications

• Bachelor s Degree required
• 2 to 3 years’ experience selling enterprise software preferred
• Strong account management and nurturing mindset
• Experience working with Channel Partners within the Enterprise Software space preferred
• Experienced in training and enabling Channel Partners (VARs); via in-person or Zoom platform
• Eager to learn and continue learning
• Ability to share best practices
• Exceptional verbal and written communications skills
• Excellent electronic correspondence skills, with knowledge of basic business research tools
• Ability to work independently with limited direction in a fast-paced environment; must have high-energy and a positive attitude
• Ability to adapt to changes in roles and responsibilities

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):

$53,520 - $76,440 - $99,360

Base 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