Partner Manager

Overview

SailPoint is seeking an experienced and highly motivated Partner Manager to lead and develop our Japan partner ecosystem.

The Partner Manager will be responsible for developing and executing a strategic partner strategy that expands SailPoint’s market reach, strengthens partner capabilities and accelerates growth through the partner ecosystem. The role will serve as a key liaison between SailPoint and our partners, aligning business priorities, go-to-market strategies and joint growth objectives.

The successful candidate will have a proven track record in partner management and channel development within the enterprise software industry, with the ability to collaborate effectively across account sales, inside sales, marketing, solution engineering, professional services, customer success, legal, contracts, operations, global programs and worldwide & regional leadership teams.

This is a hands-on, entrepreneurial role requiring strong business acumen, strategic thinking, excellent communication skills, and a strong bias toward action. The Partner Manager will be expected to build trusted executive relationships, identify new market opportunities, create pipeline and drive measurable business outcomes through strategic partnerships.

Key Responsibilities

• Develop and execute a comprehensive partner ecosystem strategy aligned with SailPoint’s business priorities and growth objectives.
• Build and strengthen strategic relationships with key partners including consulting partners, system integrators, technology partners and distributors.
• Identify, recruit and onboard new strategic partners to expand SailPoint's coverage and penetrate new emerging markets.
• Leverage distributor and partner networks to increase SailPoint’s market presence and reach.
• Collaborate closely with the field sales organization to identify new business opportunities and generate net-new pipeline and revenue.
• Embed SailPoint’s solutions, technology and value proposition into partners’ go-to-market strategies and solution portfolios.
• Establish a regular business review cadence with strategic partners to identify opportunities, track performance and drive mutual business outcomes.
• Develop and execute partner enablement programs to strengthen partner sales, technical and delivery capabilities.
• Drive partner delivery certifications and accreditations to strengthen implementation capabilities and ensure successful customer outcomes.
• Develop and execute joint partner marketing strategies to generate market awareness, demand, pipeline and net-new opportunities.
• Collaborate with partners on campaigns, field events, account-based initiatives and other demand-generation activities.
• Ensure partners are aligned with SailPoint’s vision, product roadmap, corporate strategy and go-to-market priorities.
• Ensure compliance on corporate channel policies, partner programs, operational processes, legal and contractual requirements.
• Establish and maintain strong executive-level relationships across SailPoint and strategic partner organizations.
• Act as a trusted advisor and key point of contact between SailPoint and partner leadership teams.
• Influence cross-functional stakeholders and mobilize internal resources to support partner success and accelerate joint business outcomes.
• Demonstrate leadership, integrity, accountability and creativity while operating within SailPoint’s high-performance and collaborative culture.

Requirements:

• 15+years of proven experience in partner management, channel sales, alliances, or business development within the enterprise software industry.
• Demonstrated success in developing and executing partner strategies that drive pipeline, revenue, and market growth.
• Strong understanding of distributor, systems integrator, consulting and technology partner ecosystem.
• Experience developing joint business plans, partner enablement programs, marketing initiatives and executive-level engagements.
• Strong commercial and entrepreneurial mindset with the ability to identify opportunities and translate them into measurable business outcomes.
• Excellent communication, presentation, negotiation, relationship-building and collaboration skills.
• Ability to operate independently, take ownership and execute with a strong bias toward action.
• Adapt and learn new and disruptive technologies
• Strong stakeholder management skills and the ability to influence across multiple functions and organizational levels.
• High level of integrity, professionalism, confidence, and accountability.
• Experience in cybersecurity, identity security, non-human identity, Agentic AI, or other enterprise technology solutions is highly desirable.
• Business proficiency in English is required to effectively engage with internal stakeholders across SailPoint’s global organization.

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company.

• Understand the SailPoint partner program
• Understand the value proposition of SailPoint and the growth drivers in APJ
• Segment and prioritize your partners in each market
• Meet with the regional leaders to develop cross-functional collaboration

Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.

• Understand the partner onboarding and enablement process
• Meet with partners to understand their value proposition and services offered
• Weekly meeting with sales management and AEs to align on field engagements
• Develop partner market segmentation and playbooks

Building on the foundations, you should have achieved these milestones by the end of your 3rd month.

• Meet with strategic and focused partners to develop a business plan
• Map our key priorities with the GTM initiatives of our partners
• Work with the AEs on their top accounts and partner engagement

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

• Develop the partner strategy for optimal market coverage
• Develop joint GTM offerings and marketing activities for pipeline generation
• Enablement plans to increase the sales and delivery capacity

On completing your first successful 6 months in this role at SailPoint you will have:

• Develop the business plans with our strategic and focus partners for pipeline generation, GTM initiatives and customer success
• Define the route to market to maximize the win rates
• Lead an operational cadence to engage partners with business and deal reviews
• Drive adoption of SailPoint accreditations and delivery certifications

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.

About Us

SailPoint (Nasdaq: SAIL) is defining the new era of adaptive identity security. In a world where non-human identities now significantly outnumber humans, our AI-powered platform unifies identity, security, and data intelligence to protect today’s enterprise from advanced identity-based threats. We deliver the identity solution that spans both the breadth of identities and the depth of context needed to drive real-time access with confidence. Built on principles like zero-standing privilege and contextualized risk, our SailPoint platform transforms identity from a point of vulnerability into a powerful security advantage. Trusted by many of the world's leading organizations, SailPoint secures the enterprise with intelligent, autonomous identity security.

Equal Employment Opportunity Policy Statement

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities:

• Filing a complaint;

• Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans;

• Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or

• Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.