Partner Manager - Strategic Alliances & Partnerships
Bengaluru
Marketing /
Remote /
Remote
Sprinto is a leading platform that automates information security compliance. By raising the bar on information security, Sprinto ensures compliance, healthy operational practices, and the ability for businesses to grow and scale with unwavering confidence. We are a team of 200+ employees & helping 1000+ Customers across 75+ Countries. We are funded by top investment partners Accel, ELEVATION & Blume Ventures and have raised 32 Million USD in funding including our latest Series B round.
The Role
We seek a stellar Partner Manager to join our team. The position will work in conjunction with the partner(s) to own all activities required at different stages of the partner lifecycle journey and report to the Director of strategic Alliances and partnerships.
Responsibilities
- Acquisition
- Anchor recruitment cadence for MSPs and InfoSec Consulting partners and follow through with the activity by driving constant enablement and end-to-end partner engagement.
- Manage the partner lifecycle journey - from initial prospecting to close. Identify, Outreach; Negotiate contracts, and onboard MSPs; GSIs; Consulting Partners, piggybacking on various demand-gen activities.
- Manage and collaborate with GSIs, MSPs, and Consulting Partners to define and execute joint sales and Go to Market (GTM) programs.
- Map key decision makers and influencers at each partner organisation and find areas for the highest impact on new business to both parties ( Sprinto & the Partner Organization )
- Collaborate with partner org’s compliance practise heads, solution consultants, industry principals et al., and are trained on Sprinto’s platform functionalities and value proposition so that they can evangelise Sprinto capabilities to their regional sales teams and clients.
- Collaborate, align and ideate with the product marketing team to develop supporting collaterals - partner case studies, solution briefs, and campaign assets for evangelising Sprinto’s functionalities.
- Assist the GSI, MSP, and Consulting Partners’ account management team with the expansion strategy into target accounts by driving an account mapping cadence.
- Identify the right opportunities, assist Sprinto’s licensing team in framing deal structures, and negotiate & close partner-sourced and influenced opportunities.
- Proactively source and support co-selling opportunities with partners
- Nurture current partners and build relationships with new partners to expand Sprinto’s reach across their client base and prospects.
- Own business relationships at all levels of the partner organisations, aiming to drive partner-sourced opportunities into Sprinto’s Sales Pipeline
- Participate in weekly pipeline review meetings to discuss new leads, opportunities, and the progression of all ongoing opportunities.
- Attend and network at partner events.
- Acquire an in-depth understanding of Sprinto’s platform, and demonstrate the ability to articulate its value proposition to MSPs, Consulting Partners and their customers.
- Act as a product champion and propose business solutions supporting partner-led sales campaigns to prospective clients.
- Work with corresponding Sales team members assigned to partner-sourced opportunities to ensure seamless co-selling and accurate revenue attribution.
Enablement & Partner Success
Revenue-Generation & Account Expansion
Operational Rigor
Requirements
- Minimum of 3+ years of experience in dealing with Solutions Partners, MSPs, GSIs et al., preferably from within a SaaS/ISV organization
- Experience driving partner go-to-market campaigns that include cross-functional teams across sales and marketing, both from the partner org as well as Sprinto
- Proven ability to build and maintain relationships with C-Suite executives, with strong negotiation and problem-solving skills
- Skilled in negotiating contracts and growth plans with current and prospective MSPs, Consulting Partners; GSIs
- Experience owning, driving and managing partnership revenue quotas against quarterly ( and yearly ) targets
- Ability to proactively develop partner relationships by listening to, understanding and anticipating, and providing solutions to partner and partners' customer needs
- Excellent communicator and active listener with a strong sense of ownership in the work
- Strong business acumen and analytical ability
- Ability to successfully manage multiple work-streams and prioritise competing projects
- Intelligent, persistent, curious and driven to succeed in a career in tech startups
- Excellent written, verbal, and interpersonal communication skills
- Strong skills with Google Workspace and CRMs like HubSpot are a plus.
- Openness to coaching and training
Benefits
- Remote First Policy
- 5 Days Working With FLEXI Hours
- Group Medical Insurance (Parents,Spouse,Children)
- Group Accident Cover
- Group Term Life Insurance
- Company Sponsored Device
- Education Reimbursement Policy
