Partner Manager - Strategic Alliances & Partnerships

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 shall be reporting to the Director - Strategic Alliances & Partnerships.
We are looking for brilliant candidates to develop relationships and manage the success(es) of MSPs, Solution Partners, and Global System Integrators(GSI).
The Partner Manager will be pivotal in managing strategic relationships with our MSPs, Solution Partners, and GSIs to help them grow their business globally while driving C-level, Practice Team, Marketing and Field relationships.
The ideal candidate will bring a partner background that enables them to drive successful partnerships and engage at the CXO level.
The position also requires strong product acumen, complex campaign understanding, and working knowledge of the Enterprise Cyber Security compliance landscape.

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. Enablement & Partner Success- 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. Revenue-Generation & Account Expansion- 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 Operational Rigor- 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.

Requirements

• Minimum of 2-4 years of experience in dealing with Solutions Partners, MSPs, GSIs et al., preferably from within a SaaS/ISV organisation
• 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 anticipating, and providing solutions to partner and partners' customer needs

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