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SailPoint develops identity security software for modern enterprises. Its portfolio includes IdentityIQ and Identity Security Cloud, helping organizations govern employee and non-employee access, secure cloud entitlements and data, reduce cyber risk, and support compliance. The company combines identity governance with artificial intelligence and machine learning to automate identity processes and improve IT efficiency. SailPoint serves organizations across consulting, healthcare, logistics, education, financial services, and government.
Senior Partner Manager, Japan (Remote)
Lead SailPoint’s partner ecosystem in Japan for identity security software growth. Own alliances, enablement, go-to-market execution, pipeline development, and revenue expansion.
Description
- Create and execute a partner ecosystem strategy that supports SailPoint’s growth priorities
- Develop strategic relationships with consulting firms, systems integrators, technology partners, and distributors
- Source, recruit, and onboard new strategic partners
- Use distributor and partner networks to expand SailPoint’s market presence
- Work with field sales to uncover opportunities and generate new pipeline and revenue
- Integrate SailPoint solutions, technology, and value proposition into partner go-to-market plans and portfolios
- Set regular business reviews with strategic partners
- Design and deliver partner enablement programs
- Advance partner delivery certifications and accreditations
- Plan joint partner marketing and demand-generation initiatives
- Align partners with SailPoint’s vision, product roadmap, corporate strategy, and go-to-market priorities
- Maintain compliance with channel policies, partner programs, operational procedures, legal obligations, and contracts
- Build executive relationships within SailPoint and partner organizations
- Serve as a trusted advisor and primary liaison for partner leadership teams
- Influence cross-functional stakeholders and coordinate internal resources to advance shared business outcomes
- Define partner segmentation, playbooks, business plans, route-to-market approaches, and operating cadences
- Increase adoption of SailPoint accreditations and delivery certifications
Requirements
- At least 15 years of demonstrated experience in partner management, channel sales, alliances, or enterprise software business development
- Track record of creating and executing partner strategies that grow pipeline, revenue, and market reach
- Strong knowledge of distributor, systems integrator, consulting, and technology partner ecosystems
- Experience creating joint business plans, enablement programs, marketing initiatives, and executive-level partnerships
- Commercially minded and entrepreneurial approach
- Excellent communication, presentation, negotiation, relationship-building, and collaboration abilities
- Able to work independently, take ownership, and execute decisively
- Willingness and ability to learn and adapt to emerging technologies
- Strong stakeholder management skills with the ability to influence across functions and organizational levels
- High integrity, professionalism, confidence, and accountability
- Experience with cybersecurity, identity security, non-human identity, Agentic AI, or other enterprise technology solutions is highly desirable
- Business proficiency in English
- Experience developing partner strategies, business plans, enablement programs, go-to-market offerings, and marketing initiatives
Benefits
- Equal opportunity employment
- Reasonable accommodations are available for individuals with disabilities
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