The Partner Director will lead CSP engagements, build relationships with partners, and develop strategic plans to drive revenue while working closely with sales and technical teams.
Saviynt's AI-powered identity platform manages and governs human and non-human access to all of an organization's applications, data, and business processes. Customers trust Saviynt to safeguard their digital assets, drive operational efficiency, and reduce compliance costs. Built for the AI age, Saviynt is today helping organizations safely accelerate their deployment and usage of AI. Saviynt is recognized as the leader in identity security, with solutions that protect and empower the world’s leading brands, Fortune 500 companies and government institutions. For more information, please visit www.saviynt.com.
We’re looking for a Strategic Partner Director to lead our CSP engagement and join us in spreading the power of Saviynt. In this role, you will report to the VP of Channel Business Development and work alongside a team who is focused on how we can build scalable routes to market through AWS, Azure and Google Cloud to reach customers and solve their identity security challenges. You will help us design, build, and implement a successful regional plan aligned to our CSP revenue goals and a co-sell strategy, including enablement and scalable revenue-generating programs.
WHAT YOU WILL BE DOING
- Identify strategic partners within Azure, AWS, and Google Cloud and work closely with the Saviynt sales, channel and global alliance teams to focus on growing our business opportunities together with the CSPs
- Manage the regional CSP plan for AMS and executive engagement with CSP business stakeholders in the region.
- Build plans tailored the AMS region and collaborate with the channel ecosystem
- Identify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teams
- Lead the strategy for account-based co-sell opportunities; present to CSP audiences our “better together” story (lead gen) on team calls, lunch and learns at CSP offices across AMS
- Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams
- Plan and support QBRs and EBCs on a regional and global level
- Work with our channel team to develop a triparty demand gen, field and transactional strategy (CPPO, MPO, MCPO)Collaborate with cross-functional teams to support regional CSP field events- strategic and local
- Identify, create and distribute vertical win-stories and use cases
WHAT YOU BRING
- A minimum of 5+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc.
- 10+ years of experience working in GTM for SaaS companies
- A deep understanding of the CSPs’ respected marketplaces and ecosystems
- Process Oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portal
- A Matchmaker. You know how to find the right partner for the right opportunity
- A Team Player. Selling is a team sport, and the field is our customer. You were your previous Field teams "go to" partner person
- You know how to earn, build, and maintain trust
- Happy and willing to travel up to 40% of the time (domestic) as needed
- Experience in building relationships and scaling them
- SaaS Channel Experience
- Consistently hit your target year after year
- Cloud Service Provider Marketplace experience
BONUS POINTS
- Experience working with the traditional channel, SIs and GSIs
- Experience working with cloud native consulting partners
- Identity Security Domain expertise
- Cloud Domain expertise
- Successful SaaS Start-up experience
- CSP Cloud Practitioner
- Experience working with Tackle.io and SFDC
If required for this role, you will:
- Complete security & privacy literacy and awareness training during onboarding and annually thereafter
- Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as (but not limited to):
> Data Classification, Retention & Handling Policy
> Incident Response Policy/Procedures
> Business Continuity/Disaster Recovery Policy/Procedures
> Mobile Device Policy
> Account Management Policy
> Access Control Policy
> Personnel Security Policy
> Privacy Policy
Saviynt is an amazing place to work. We are a high-growth, Platform as a Service company focused on Identity Authority to power and protect the world at work. You will experience tremendous growth and learning opportunities through challenging yet rewarding work which directly impacts our customers, all within a welcoming and positive work environment. If you're resilient and enjoy working in a dynamic environment you belong with us!
Saviynt is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
Top Skills
AWS
Azure
GCP
SFDC
Saviynt El Segundo, California, USA Office
1301 E El Segundo Blvd, El Segundo, CA, United States, 90245,
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