Partnerships Manager

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):

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

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 [email protected] 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.