As Senior Partner Marketing Specialist, you will serve as the marketing leader for SailPoint’s Identity Security solutions by defining and driving marketing strategies, messaging, and demand generation that contribute to pipeline development, with some of our strategic channel partners. At SailPoint, our Ecosystem plays an integral role in our global strategy, and we proudly partner with many services partners including CDW, Cyderes, GuidePoint, Optiv, RSM and others. In this role, you will identify key market opportunities that help drive the growth of SailPoint and our partners from a revenue and pipeline perspective. This role not only helps define the named partners marketing strategy, but delivers that strategy working cross-functionally across Product Marketing, Campaigns, Events, Digital and Partner Sales; as well as the partners themselves.
The role will also own and drive key partner initiatives such as, sponsorship management of key SailPoint marketing opportunities like Navigate, and support the partner programs, and scalable ‘through partner’ campaigns that play a key role in our go-to-market motions with the channel.
To be successful in this role you must possess strong marketing and communications skills, be action-oriented, and have experience in driving global demand with the channel in the B2B, Enterprise and Strategic segments. A strong relationship builder, with an understanding of the partner ecosystem, enterprise demand generation, and strong cross-functional management of marketers are crucial skills for this role. These credentials will fuel your ability to be a key evangelist and storyteller, demonstrating the value that a joint relationship with SailPoint provides. Moving and thinking rapidly with an attention to detail and a sharp eye for quality, along with the ability to grasp and translate value propositions into customer and prospect benefits is crucial.
The position reports to the Senior Director of Global Partner Marketing, within the SailPoint Marketing organization, and is available as a remote position for the right candidate.
Responsibilities:
Craft compelling value-propositions, messaging and positioning that addresses a buyer’s needs and invokes the desire to engage with several named strategic partners.
Develop joint marketing campaigns (content, messaging, communications, demand activations including events and campaigns) with each partner, that targets new opportunities resulting in deal registrations from our channel.
Understand buying cycles and define buyer personas for Identity Security in the Strategic and Enterprise segments with each partner, based on their customer base.
Develop scalable marketing initiatives collaborating with SailPoint Field Marketing, Product Marketing, Events and Campaigns to drive awareness and demand for SailPoint .
Be pipeline savvy, owning and reporting out the performance of activity with the goal of continual optimizations and strong ROI.
Act as an evangelist to market influencers, industry analysts, prospects, and customers at tradeshows, industry events, and conferences.
Requirements:
5+ years of experience on high-performing marketing teams, working in the channel and/or Strategic Alliance Partners.
Ability to establish partnership Marketing Strategy, encompassing value proposition creation, communications, use case identification, targeting, and content that drive integrated joint demand generation.
Self-starter who is experienced in successfully taking a project from concept to execution, with a bias for action against multiple deadlines.
Experienced at successfully multi-tasking a variety of critical priorities and stakeholders.
Experience influencing and working across cross-functional teams, managing peer-to-peer relationships with strategic partners.
Strong project/program management skills, with proven record of managing end-to-end development of strategic campaigns and initiatives.
Data-centric, with strong analytical and problem-solving skills.
Excellent interpersonal, facilitation, and communication skills.
Enterprise security software/SaaS and experience of leveraging AI tools
The Path to Success (Milestones)
1-Month Milestones
Meet with internal stakeholders across Product Marketing, Campaigns, Events, Digital, and Partner Sales to understand key strategies and current operations.
Understand operations and systems critical for defining and delivering named partner marketing strategies.
Start to meet with external partner peers to begin building relationships and understanding their ecosystems.
2-Month Milestones
Conduct observations and gather learnings from initial engagements to inform marketing strategies and messaging.
Perform a SWOT analysis to identify market opportunities and potential challenges for SailPoint and its partners.
Contribute to the execution of active initiatives or campaigns with partners, aligning with established go-to-market motions.
Conduct internal and external research, gathering insights and peer feedback on "Start/Stop/Continue" for existing partner marketing activities.
3-Month Milestones
Present a marketing plan for Q4 and FY28 that defines and drives marketing strategies, messaging, and demand generation with strategic channel partners.
Develop an SKO (Sales Kick-Off) sponsorship plan as part of owning and driving key partner initiatives.
Demonstrate progress towards meeting or beating pipeline goals for Q3 and Q4, reflecting accountability for activity performance and ROI.
Education:
MBA or equivalent preferred; BA/BS preferred, not required
Travel:
This position requires approximately 10% travel.
Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.
As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-max, USD):
$85,800 - $144,550.00Base salaries for employees based in other locations are competitive for the employee’s home location.
Benefits Overview
1. Health and wellness coverage: Medical, dental, and vision insurance
2. Disability coverage: Short-term and long-term disability
3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
6. Financial security: 401(k) Savings and Investment Plan with company matching
7. Time off benefits: Flexible vacation policy
8. Holidays: 8 paid holidays annually
9. Sick leave
10. Parental support: Paid parental leave
11. Employee Assistance Program (EAP) and Care Counselors
12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
13. Health Savings Account (HSA) with employer contribution
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 [email protected] 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.
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