We’re looking for a Strategic Partner Director to lead our CSP engagement and join us in spreading the power of Saviynt. Reporting to VP of Channel APJ, and aligned to SVP Business Development for Cloud and Tech Alliances, you will work alongside a team who is focused on how we can build scalable routes to market through AWS, Azure and Google Cloud to reach customers and solve their identity security challenges. You will help us design, build, and implement a successful regional plan aligned to our CSP revenue goals and a co-sell strategy, including enablement and scalable revenue-generating programs.
What You’ll Do
Build relationships with key GTM stakeholders within AWS, Azure and Google Cloud and work closely with the Saviynt sales, channel and global alliance teams to focus on growing our business opportunities together with the CSPsManage the regional CSP plan for APAC and executive engagement with CSP business stakeholders in the region. Build plans tailored the APJ region and collaborate with the local channel ecosystem and regional Partner DirectorsIdentify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teamsLead the strategy for account-based co-sell opportunities; present to CSP audiences our “better together” story (lead gen) on team calls, lunch and learns at CSP offices across APJIdentify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teamsSupport the Global Cloud Alliance Lead to plan and support QBRs and EBCs on a regional and global levelWork with our channel team to develop a triparty demand gen,field and transactional strategy (CPPO, MPO, MCPO)Collaborate with cross-functional teams to support regional CSP field events- strategic and localIdentify, create and distribute vertical win-stories and use cases
What You'll Bring
A minimum of 5+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc.10+ years of experience working in GTM for SaaS companiesA deep understanding of the CSPs’ respected marketplaces and ecosystemsProcess Oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portalA Matchmaker. You know how to find the right partner for the right opportunityA Team Player. Selling is a team sport, and the field is our customer. You were your previous Field teams "go to" partner personYou know how to earn, build, and maintain trustHappy and willing to travel up to 40% of the time as neededExperience in building relationships and scaling themSaaS Channel ExperienceConsistently hit your target year after yearCloud Service Provider Marketplace experience
Bonus Points
Experience working with the traditional channel, SIs and GSIsExperience working with cloud native consulting partnersIdentity Security Domain expertiseCloud Domain expertiseSuccessful SaaS Start-up experienceCSP Cloud PractitionerHave worked with Tackle.io and SFDC