MSP Partner Manager

As the leader in Identity Security,SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning,delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. 

We are a Gartner top right, high growth Identity Security SaaS organisation: the only company with a multi-tenant, micro services built SaaS IGA solution andAI and machine learning Identity Security platform.Organisations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top performers to become a part of our awesome culture.

We are recognised by Analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 10 years in a row.

The role:

We are seeking an experienced, highly motivated MSP Sales Manager to run the EMEA region. This position is responsible to build out our MSP partner business and drive incremental revenue for the region through recruitment, enablement, and GTM strategies.

Achieve designated targets for profitable sales volume and strategic objectives within assigned MSP partner accounts. Drive strategic business planning with key partners to develop mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Build strong relationships with the sales field and collaborate cross-functionally with key SailPoint stakeholders, fostering a "one team" culture. Utilize CRM systems to track sales activities, manage leads, and generate accurate forecasts. Collaborate closely with sales leadership to enhance field scalability. Stay informed about industry trends, the competitive landscape, and emerging technologies to effectively position our services in the market.

About you:

10 years+ of sales and channel experience, with 3 years of Identity or Enterprise Security Software background. Strong understanding of managed IT services, cloud computing, cybersecurity, and other relevant technologies. Proven results in a partner-oriented sales environment Understanding of SaaS, sales and partner management in fast-growing software companies Business travel is expected for this position Excellent communication, presentation, and negotiation skills. Goal-oriented mindset with a drive to exceed targets and deliver exceptional results.

The Path to Success

Within the first 30 days: 

SailPoint Overview: Learn about the company’s history, mission and core valuesProduct/Service Offering: Learn the SailPoint pitch.Meet the team: Introduce yourself to key stakeholders such as boat Leaders, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager) Mentorship: Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager.Tools: Familiarize yourself with CRM, sales tools, partner registrationsAccess: Ensure access to all tools in your digital tech stack necessary 

60 days: 

Onboarding Training: Completed Revenue Onboarding. Shadowing: Shadow MSP meetings with key partners, AE’s , sales leadership Partner Introductions: Introduced yourself to MSP partners covering your region and understand their sales pitch/value SFDC: Approved a minimum of one partner opportunity in Salesforce.

90 Days: 

Sales Alignment: Help drive proper sales alignment and pipeline generating activitiesField Education: continuously align with the field assuring clarity on the MSP go -to- market motion Continuous learning: familiarize yourself with sales 30x30, 7x7, and align with sales play launches Feedback: Actively seek and incorporate feedback from peers, mentors and management Cadence: establish a cadence for leading indicators of at least 5-8 partner engagements a week Development Goals: Set personal and professional development goals and discuss with your management Performance Review: Regularly review and adjust performance metrics to ensure continuous growth and success Close Business: Close a deal in the pipeline where you helped orchestrate sales team engagement, clear obstacles and drive value 

180 day : 

Strengthen Field Team Performance:Evaluate team strengths and weaknesses, provide regular coaching/education, and ensure consistent use of the MSP sales playbook. Enhance Field and Partner Relationships:Develop strategic account plans, gather and utilize field feedback, and facilitate training for MSP partners. Strategize with marketing to ensure successful joint sales plays and customer outreach Identify target verticals/regions that are having best MSP success and pinpoint areas for improvementDrive Revenue Growth:Increase the sales pipeline by net new 25% and surpass forecasted MSP pipeline targetsImprove Operational Efficiency:Streamline sales processes, ensure full CRM utilization, and develop comprehensive reporting to monitor and adjust strategies.

SailPoint 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.