We are seeking a highly motivated and detail-oriented Partner Go-to-Market Program Manager to drive partner success with SailPoint education and community programs. In this role, you will establish the Education Services sales and GTM model for SailPoint partners; collaborate with internal partner teams to operationalize and scale partner training, certification, and community engagement; and build a SailPoint Authorized Training Partner (ATP) program.The ideal candidate is a self-starter with a background in partner operations, Education Services sales, or business development. You possess strong business acumen and exceptional program management skills. You should be comfortable with business planning, defining priorities, and working across organizations to execute and move plans forward. To be successful in this role, you will need to be growth-minded, resourceful, and excited to blaze new trails.Key Responsibilities:Establish the Education Services Sales and GTM model for SailPoint partners:Build a GTM model for selling Education Services to prospective partners, including working with legal to develop terms and conditions and collaborating with accounting to sell and bill to prospective partners.Define partner pricing and discounting strategies, balancing Education Services business profitability and partner ecosystem growth. Scope and sell training packages to partners, producing sales proposals and quotes.Establish partner sales playbooks and drive monthly pipeline reviews to ensure success and accurate forecasting.Ensure successful delivery of Education Services to Partners, including identifying and resolving transactional issues related to partner orders, invoices, course scheduling, certification exams.Scale and automate partner sales and service delivery processes, including creating documentation, building reporting and dashboards, and driving projects with CRM and Learning Management systems administrators.Collaborate with internal partner teams to operationalize and scale partner training, certification, and community engagement:Educate the internal Channel and Delivery Partner teams on training, certification, and community programs for partners, including developing an internal enablement site, leading internal enablement sessions, and establishing internal communications.Collaborate with Channel and Delivery Partner teams to create effective partner training and certification programs aligning with short-term and long-term business goals.Monitor and report on partner training and certification completion progress, tracking against goals and commitments and ensuring return on partner program investments.Develop a partner Community engagement strategy, where partners can showcase their expertise and promote their businesses while providing useful knowledge to SailPoint’s customer community.Build a SailPoint Authorized Training Partner (ATP) program:Develop a partnership model that grows Education Services revenue efficiently and provides global and multi-lingual training coverage for SailPoint customers and partners.Define a clear value proposition to recruit ATPs and drive mutual business success.Create and execute a recruitment strategy to target and sign-up ATPs, including delivery, re-seller, and online training partners.Build the operations to support the ATP program, including contracting, content licensing, and financial reporting.Define ATP KPIs, program requirements and performance scorecard, and systematize reporting and evaluation of ATP performance.Maintain relationships with ATPs and consult regularly on business planning, including marketing and sales enablement.RequirementsProven experience in partner operations, education sales, business development or a related role.Strong analytical skills and ability to make data-driven decisions.Exceptional program management and operations skills, with a knack for developing and scaling processes.Excellent communication and collaboration skills.Self-starter with the ability to thrive in a fast-paced, dynamic environment. PreferredPrevious experience building out an Authorized Training Partner (ATP) program.Proficiency in Salesforce CRM and data visualization tools.SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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