MSP Partner Manager, Sailpoint
Salary not provided
Salesforce
Expert level
Remote in UK
Identity governance & cloud identity management
Open for applications
Identity governance & cloud identity management
1001+ employees
B2BCyber SecurityIdentity
Open for applications
Salary not provided
Salesforce
Expert level
Remote in UK
1001+ employees
B2BCyber SecurityIdentity
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
Who you are
- 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
What the job involves
- 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
- SailPoint Overview: Learn about the company’s history, mission and core values
- Product/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 registrations
- Access: Ensure access to all tools in your digital tech stack necessary
- 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
- Sales Alignment: Help drive proper sales alignment and pipeline generating activities
- Field 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
- 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 improvement
- Drive Revenue Growth:
- Increase the sales pipeline by net new 25% and surpass forecasted MSP pipeline targets
- Improve Operational Efficiency:
- Streamline sales processes, ensure full CRM utilization, and develop comprehensive reporting to monitor and adjust strategies
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements in the market, SailPoint has acquired identity solutions startup SecZetta. With this move, SailPoint says it will be able to further help its clients consolidate their identities and organize their workforce data. The company also partnered with Simeio, a leading provider of Identity and Access Management services, to enhance both companies’ security capabilities and protection measures.
Kirsty
Company Specialist
Insights
Top investors
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.6m
GRANT
Total funding: $21.8m
Company benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 4019k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental leave: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company values
- Innovation: Our solutions deliver unique, compelling value to our customers and partners. In fact, we expect to have a significant, positive impact on the bottom line. We passionately strive to help our customers run their companies better and faster. Their success breeds our success
- Integrity: We understand what is expected of us and ensure that we have the resources to meet or beat that expectation. Because we empower our employees to do the right thing and place high value on open communications, every person who works in or with our company knows they can depend on us to do what we say we’ll do
- Impact: We believe effort should not be confused with progress. We ensure that every person in our company understands what success looks like and how to get there. People succeed here based on the delivery of measurable results. And we expect people on our team to deliver those great results with a great attitude
- Individuals: We believe that the single greatest asset of a software company is people. By treating everyone in our company as a person, not a number, we create a work environment that is responsive to needs both on and off the job. We take our business very seriously, but maintain a healthy sense of balance in our lives
Company HQ
Four Points Centre, Austin, TX
Articles
Leadership
Mark McClain
(CEO)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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