Regional Partner Manager

SailPoint is hiring a Regional Partner Manager to manage and grow its India partner ecosystem. The role focuses on building strong relationships between SailPoint and its designated regional partners while developing partnership strategies that increase market reach, pipeline generation, and business impact.

The Regional Partner Manager will act as a key connection between SailPoint’s go-to-market organization and its partners’ go-to-market teams. The position involves developing market strategies, monitoring performance against defined KPIs, driving partner certifications, creating business plans, and establishing regular engagement with key executives.

The successful candidate will have a demonstrated record of success in partner relations and account management for regional partnerships. SailPoint is looking for someone who is proactive, independent, hands-on, team-oriented, entrepreneurial, and comfortable taking ownership of business objectives.

About SailPoint

SailPoint is an identity security company focused on helping modern enterprises manage and secure identities and access. Its platform uses AI-driven technology and autonomous governance to help organizations streamline the identity journey and address enterprise security requirements.

SailPoint also maintains a global partner ecosystem that supports consulting, implementation, integrations, managed services, advisory services, and growth opportunities. Its regional partners help customers purchase and adopt SailPoint offerings while supporting the company’s broader identity security strategy.

SailPoint describes its workplace culture around four core values: Innovation, Integrity, Impact, and Individuals. The company operates globally with both remote and in-office opportunities.

What is the Regional Partner Manager Role?

The Regional Partner Manager will be responsible for running the India partner ecosystem and managing relationships with assigned regional partners.

The role is centered on creating, enabling, maintaining, and expanding routes to market and indirect sales channels that can contribute to SailPoint revenue growth.

The position also requires close collaboration with field sales, partner teams, internal resources, and partner organizations to create effective market coverage and sales opportunities.

Key areas of the role include:

• Regional partner relationship management
• Partner business planning
• Go-to-market strategy
• Pipeline and demand generation
• Partner enablement
• Sales and delivery capacity planning
• Forecasting and deal management
• Partner certifications
• Executive relationship management
• Customer opportunity development

Key Responsibilities

1. Partner Strategy & Business Planning

The Regional Partner Manager will own and manage business plans with regional strategic partners.

Responsibilities include:

• Creating and expanding indirect sales channels.
• Defining and implementing market coverage strategies.
• Building GTM solutions and offers.
• Aligning internal and external resources within the territory.
• Managing agreed KPIs and expected results.
• Developing partner strategies to support business growth.

2. Partner Enablement & Capacity Planning

The role involves ensuring that partners have the appropriate capabilities and resources to support successful customer implementations.

This includes:

• Developing and completing capacity plans.
• Working with the delivery success team on capacity planning.
• Ensuring appropriate quality of partner resources.
• Driving partner enablement.
• Supporting localized partner enablement activities.
• Driving adoption of SailPoint accreditations and delivery certifications.

3. Sales & Channel Development

The Regional Partner Manager will work closely with the field sales organization to strengthen the channel partner network.

Responsibilities include:

• Identifying and developing channel partner relationships.
• Creating a productive base of partner support for field sales.
• Identifying customer sales opportunities through the partner network.
• Working with field sales teams to manage opportunities through the company’s sales and pipeline management process.
• Developing routes to market that can support SailPoint’s market presence.

4. Pipeline, Forecasting & Deal Management

The role requires active involvement in pipeline generation and sales performance.

Key activities include:

• Managing pipeline generation through strategic partners.
• Monitoring partner performance against defined KPIs.
• Managing conflict resolution.
• Supporting forecasting and deal management.
• Triangulating deal progress where required.
• Preparing quarterly business and territory reviews.
• Presenting regional partnership information to management and sales leadership.

5. Communication & Partner Coordination

The Regional Partner Manager will coordinate activities and communication among multiple stakeholder groups.

This includes:

• Acting as a point of contact for localized partner enablement.
• Promoting and advocating for partners within the sales organization.
• Coordinating communication between channel partners, SailPoint corporate teams, field sales, and partner teams.
• Establishing regular engagement with key executive relationships.
• Managing expectations of partners and internal resources.

Eligibility Criteria

Candidates applying for this position should have:

• 10+ years of experience in Partner Management and Business-to-Business sales.
• Proven results in a partner-oriented sales environment.
• Strong communication and collaboration skills.
• Ability to manage partner and internal resource expectations accurately and efficiently.
• In-depth experience managing partner activity and implementing changes to optimize processes.
• Understanding of technology, technology innovations, and new technology in large enterprises.
• Ability to address cultural and geographic differences across regional markets.
• A proactive and independent approach to work.

Education

A Bachelor’s degree or global equivalent in an IT, business, or sales-related field is preferred.

The job listing does not state that the degree is mandatory.

Travel Requirements

The position requires approximately 40–50% business travel.

Location & Work Mode

The position is listed as Remote (India). However, SailPoint specifies that this role needs to be based in Mumbai or Bangalore.

Path to Success

SailPoint provides a structured set of milestones for the Regional Partner Manager during the first six months.

First Month

The candidate should:

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

Second Month

By the end of the second month, the candidate should:

• Understand the partner onboarding and enablement process.
• Meet partners to understand their value proposition and services.
• Establish weekly meetings with sales management and Account Executives.
• Develop partner market segmentation and playbooks.

Third Month

The third-month milestones include:

• Meeting strategic and focused partners to develop business plans.
• Mapping SailPoint’s key priorities with partner GTM initiatives.
• Working with Account Executives on top accounts and partner engagement.

Fourth Month

By the fourth month, the candidate should:

• Develop a partner strategy for optimal market coverage.
• Develop joint GTM offerings and marketing activities for pipeline generation.
• Create enablement plans to increase sales and delivery capacity.

Six-Month Milestones

After six successful months, the candidate should:

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

Who Can Apply?

This opportunity is suited to experienced professionals with a background in:

• Partner management
• B2B sales
• Channel sales
• Enterprise technology sales
• Partner account management
• Business development
• Go-to-market strategy
• Technology and enterprise security

The role is particularly relevant for professionals who have experience managing strategic partners and building indirect sales channels.

Equal Opportunity

SailPoint states that it is an equal opportunity employer and welcomes qualified candidates to apply. The company states that qualified applicants receive consideration 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.

How to Apply

Interested candidates can apply directly by clicking the “Apply Now” button below. The button will take you to SailPoint’s official application page, where you can submit your application for the Regional Partner Manager (R014009) position.

Frequently Asked Questions

1. What is the job title?

The position is for a Regional Partner Manager at SailPoint.

2. Is this a full-time position?

Yes. The role is listed as full-time.

3. Where is the position based?

The role is listed as Remote (India), but SailPoint specifies that the position needs to be based in Mumbai or Bangalore.

4. How much experience is required?

Candidates should have 10+ years of Partner Management and B2B sales experience.

5. Is a bachelor’s degree required?

A bachelor’s degree or global equivalent in IT, business, or sales is preferred.

6. How much travel is expected?

The position requires approximately 40–50% business travel.

7. What will the Regional Partner Manager manage?

The role involves managing the India partner ecosystem, developing partner business plans, creating routes to market, generating pipeline, supporting enablement, and working with field sales teams.

8. Will the role involve working with sales teams?

Yes. The Regional Partner Manager will work closely with the field sales organization, Account Executives, SailPoint partner teams, and external channel partners.

9. What is the application deadline?

The current listing states an application end date of October 18, 2026.