Director, CSP Partner Sales - EMEA

WHAT YOU WILL BE DOING

Alliance Strategy & Program Leadership

Define and execute the regional technology alliances strategy and GTM, including identifying priority categories and strategic technology alliance partners (e.g. security tools, identity providers, ITSM, DevOps, data platforms, Wiz, CrowdStrike, Zscaler, Cyera).

Build, scale, and manage strategic partnerships that include co-development, technical integrations, joint marketing, and co-sell models.

Work closely with the GSI and channel partners to create offerings based on tech partner integrations and go-to-market strategies closely integrating our solution into their product offerings / solution set / portfolio.

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 CSPs.

Manage the regional CSP plan for EMEA and executive engagement with CSP business stakeholders in the region. Build plans tailored to the EMEA region and collaborate with the channel ecosystem.

Identify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teams.

Lead 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 EMEA.

Work with our channel team to develop a triparty demand gen, field and transactional strategy (CPPO, MPO, MCPO).

Technical Integration Ownership

Partner with product and engineering teams to define and oversee integration roadmaps, ensuring alignment with both Saviynt’s and partners’ product strategies.

Act as a liaison for technical integrations, ensuring high-quality delivery, support, and scalability of joint solutions.

Work with solution architecture and go-to-market packaging for integrations, working closely with solution architects and technical alliance architects.

Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams.

Go-to-Market & Field Alignment

Collaborate with marketing, sales, and product teams to launch joint solutions, field-ready collateral, and partner-led demand generation programs.

Establish and maintain co-sell and referral programs with technology partners to drive qualified pipeline and revenue growth.

Enable internal sales teams and partner sellers to successfully position and sell integrated solutions.

Collaborate with cross-functional teams to support regional CSP field events — strategic and local.

Identify, create and distribute vertical win-stories and use cases.

Partner Relationship Management

Serve as a senior executive liaison to top-tier partners, developing senior-level relationships and driving long-term strategic engagement.

Drive joint business planning, quarterly reviews, and performance tracking for high-value partners.

Act as a public-facing evangelist at key partner events, trade shows, and executive roundtables.

Support the Global Cloud Alliance Lead to plan and support QBRs and EBCs on a regional and global level.

Internal Leadership & Cross-Functional Collaboration

Align closely with product management, sales, engineering, legal, and marketing to ensure partner success across the lifecycle.

Mentor and manage alliance team members and extended technical resources focused on partner delivery.

Monitor market trends and competitive activity to continuously refine the alliance strategy.

WHAT YOU BRING

• 10+ years of experience in enterprise technology and GTM for SaaS companies with a focus on alliances, strategic partnerships, product integrations, business development, and SaaS channel experience.

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.

Proven track record of leading technology alliance or ISV ecosystems with direct revenue impact through joint GTM and technical integrations.

• Deep understanding of identity/security landscapes, modern SaaS architectures, CSP marketplaces and ecosystems, and ISVs like CrowdStrike, Cyera, Wiz, ServiceNow etc.
• Experience launching co-sell frameworks, referral programs, joint marketing initiatives, and Cloud Service Provider Marketplace programs with measurable impact.
• Experience working with or within product development organizations to deliver on joint integration roadmaps.
• Outstanding executive communication, relationship management, cross-functional leadership skills, and experience in building relationships and scaling them.
• Process oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portal.
• A matchmaker. You know how to find the right partner for the right opportunity.
• A team player. Selling is a team sport, and the field is our customer. You were your previous field teams’ “go to” partner person.
• You know how to earn, build, and maintain trust.
• Consistently hit your target year after year.
• Happy and willing to travel approximately 40–50% of the time as needed for partner meetings, events, and strategic planning sessions.

Preferred Attributes

Experience managing or launching OEM, embedded, or white-label partnerships.

Familiarity with Saviynt or adjacent identity and governance platforms.

Prior experience building a partner program from the ground up or significantly expanding a mid-stage partner ecosystem.

Background in cybersecurity, cloud-native security, or IT operations tools.