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Channel Manager, Federal Vertical SailPoint Technologies
THIS JOB HAS EXPIRED
The SailPoint Channel Management team is responsible for creating, enabling, maintaining, and expanding the routes to market and indirect sales channels that can be used to grow SailPoint Revenues. Manage the SailPoint channel program, including generating new Pipeline and Quarterly Sales Results with existing resellers while identifying, developing and managing new partners.
Coordinate all activities and communication between the Channel Partners, SailPoint corporate, field sales, and SailPoint Channel teams to meet quarterly expectations against Demand Generation, Partner Management, and Forecasted Sales Results
Assist in the development and delivery of Sales, Technical, and Process training to ensure Partners and Resellers are well equipped to effectively market, position, and sell SailPoint products.
Coordination of SailPoint resources to deliver scalable enablement tools and events to the SailPoint Partner community
Assist in the creation of Partner Specific Marketing, Demand Generation, and Sales tools
Coordinate SailPoint involvement in channel partner promotions and marketing activities to ensure the best possible SailPoint Market coverage
Identify customer sales opportunities through the partner channel and work with the field sales organization to help manage the opportunities through the company?s selling and pipeline management process.
Work with the field sales organization during Territory Management & Planning Reviews to understand the strength of the existing partner presence, identify where partners require additional training, and where there is a requirement for new or additional partners.
Work with field sales organization to identify and develop channel partner relationships to provide field sales with a solid, productive base of channel support and sales results
Identify new routes to market to better extend the SailPoint market presence
Responsibilities:
SailPoint Channel Management Team Members:
Exceed personal and partner revenue quota goals on a monthly, quarterly, and yearly basis.
Partner Recruiting
Territory analysis and planning in conjunction with the SailPoint Sales Leader and Sales Management to determine strengths and weaknesses of the channel presence in the territory.
Identification of potential channel options in the given region
Analysis of the potential Partner based on the details in the ROPES Partner Qualification Worksheet
Execution of MNDA and appropriate partnering agreements based on level of partnership
Entry of Partner information into Salesforce.com
Completion of the ROPES Partner On-Boarding Process
Partner Enablement
Completion of Initial Sales Training
Introduction to Local Territory Sales Leader, and organization of initial Face to Face meeting
Confirmation of the completion of SailPoint Sales Team ?knowledge transfer? session
Execution and tracking of the Partner Sales Enablement Plan
Execution and tracking of the Partner Technical Enablement plan
Enroll Partners in the Partner Webinar and any other periodic Partner Knowledge Transfer session
Partner Engagement
Coordination of a (minimum) twice monthly partner management call (coordinate with Territory Manager)
Active tracking of the following Partner Metrics
Number of Active Partner Sales Targets
Number and Value of Partner Identified/Qualified Sales Opportunities
Number and Value of Total Active Sales Opportunities
Partner Opportunity Pipeline by Fiscal Quarter, and Fiscal Year
Value of Closed Opportunities
Partner Progress against Annual Goal
Partner Pipeline per Sales Representative
Assistance in the coordination of SailPoint internal resources to provide the necessary help to progress and close active pipeline
Demand Generation
Active role in Partner?s Customer facing Lead Gen activity ?
Customer facing webinars
E-mail campaigns
Cold Calling campaigns
Co-Branded Marketing materials
Tracking of Partner Target Accounts and Net New Partner Pipeline
Development of programs necessary to assist partners in demand gen
Tracking of Leads passed to partners for follow up
Skills:
Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect.
Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect.
Partner Pipeline and Territory Management: Manage Partner pipelines and territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability.
Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience.
Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, and regulatory issues.
Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint?s sales methodology, including battleplan strategies.
Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.
Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
Education:
Bachelor's degree or global equivalent in an IT, business or sales related field.
Travel:
Business travel of approximately 50 percent yearly is expected for this position.
Experience Requirements:
7 years of Business to Business sales experience, with 3 years in the IdM or Security Industry. Proven results in a partner-oriented sales environment. Understanding of technology, technology innovations, and new technology in large enterprises.
| Location: | 6034 W. Courtyard Dr. Suite 309 Austin, TX 78730 United States |
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THIS JOB HAS EXPIRED
SailPoint Technologies
Investors: Austin Ventures, Lightspeed Venture PartnersAll Jobs: at SailPoint Technologies
| Web Site: | www.sailpoint.com |
|---|---|
| Headquarters: | 6034 W. Courtyard Dr. Suite 309 Austin, TX 78730 United States |
| Industry: | Software |
| SailPoint helps the world's largest organizations to mitigate risk, reduce IT costs and ensure compliance. The company's award-winning software, SailPoint IdentityIQ, provides superior visibility into and control over user access to sensitive applications and data while streamlining the access request and delivery process. IdentityIQ is the industry's first business-oriented identity governance suite that quickly delivers tangible results with risk-aware compliance management, closed-loop user lifecycle management, flexible provisioning, an integrated governance model, and identity intelligence. Visit www.sailpoint.com to learn more. |
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