Job Description
SailPoint is the leading, AI-driven security platform providing the autonomous governance that best solves the needs of the modern enterprise. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customers demand. We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.
The Role:
We are seeking a Regional Partner Manager to develop, manage, and grow our partner network across
the BeNeLux region. The primary purpose of this role is to drive incremental revenue and market
expansion by executing a world-class channel strategy with leading regional partners.
To excel, the position requires a person:
Who is a strategic thinker with excellent negotiation skills and a deep understanding of the Benelux market.
Who can build and strengthen long-term relationships with partners at all levels of seniority through strong interpersonal and communication skills.
Who will thrive in a fast-paced environment, demonstrating exceptional collaboration skills to align internal teams and partner goals effectively.
Who demonstrates a creative and proactive approach to problem-solving, with the ability to manage multiple concurrent projects and drive initiatives within a cross-functional environment.
Responsibilities:
Develop and execute a comprehensive regional partner business plan to drive incremental revenue growth in the BeNeLux territory.
Recruit, onboard, and enable new strategic partners to expand market reach and create new revenue streams.
Manage and strengthen relationships with existing partners, acting as the primary point of contact to ensure high satisfaction and foster deep collaboration.
Collaborate closely with internal sales, marketing, and product teams to ensure the seamless execution of partnership activities and alignment with overall company objectives.
Enable partners by ensuring they have the necessary tools, resources, and training to successfully promote and sell the company's solutions.
Analyze and report on partnership performance, tracking key metrics such as revenue contribution and lead generation to senior management.
Negotiate and finalize partnership agreements and contracts, ensuring mutually beneficial terms.
The Path to Success (Milestones):
1-Month Milestones (The "Learning" Phase):
Complete all required SailPoint product, sales, and partner program training.
Meet with the key internal stakeholders, including the regional sales director, account executives, and marketing manager for BeNeLux.
Conduct an initial audit of the existing partner landscape in the region and schedule introductory meetings with the top 10 strategic partners.
2-Month Milestones (The "Connecting" Phase):
Solidify relationships with key contacts at top-tier partners, understanding their business models and strategic goals.
Begin drafting joint business plans with the top 5 partners, outlining mutual goals for pipeline generation and enablement.
Independently manage day-to-day partner activities, including deal registrations, pipeline calls, and regular communications.
3-Month Milestones (The "Contribution" Phase):
Present a comprehensive 6-12 month BeNeLux partner strategy to management, including key targets, competitive analysis, and growth initiatives.
Achieve all required internal sales and technical sales certifications.
Demonstrate a qualified, partner-sourced pipeline within the CRM and be fully proficient with SailPoint's core tools and partner portal.
6-Month Milestones (The "Performance" Phase):
Achieve or exceed the annual partner-sourced pipeline quota.
Demonstrate measurable growth in partner engagement across the region, with an increase in partner-led certifications and deal registrations.
Have successfully recruited and onboarded at least one new strategic partner in an underserved area or market segment.
Education & Qualifications:
Must Have: 7+ years of experience in partnership management, business development, or channel sales, preferably in a B2B technology environment.
Must Have: A proven track record of successfully developing and growing strategic partnerships.
Must Have: Fluency in both Dutch and English is required.
Preferred: Bachelor’s degree in Business, Marketing, or a related field.
Travel & Logistics:
Travel: Expected travel of 30-40% within the BeNeLux region to meet with partners and support field events.
Location: This is a remote/hybrid role based in the Netherlands, Belgium, or Luxembourg.
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.