Manager

Channel Partner Manager – Identity & Access Ecosystem

39899 Balentine Drive, Suite# 109 Newark, CA 94560, US / Full-Time / Hybrid work

About Splan

Splan is a rapidly growing leader in Physical Identity & Access Management (PIAM), helping enterprises unify physical and digital identity, streamline access governance, and enhance security operations. With hundreds of global customers and strong momentum, Splan is expanding its strategic alliances across the Identity & Access ecosystem.

Role Overview

Splan is seeking a Channel Partner Manager to build, manage, and scale strategic partnerships with leading Identity Governance & Administration (IGA), IAM, and platform providers, along with their global system integrator (GSI) and consulting partner ecosystems.

This role is critical in driving joint go-to-market (GTM), revenue growth, and ecosystem expansion across technology alliances and channel partners.

Key Responsibilities

Strategic Alliance Development

  • Build and manage relationships with key technology partners such as SailPoint, Saviynt, Okta, and Microsoft

  • Develop joint value propositions integrating Splan with IGA/IAM platforms

  • Identify and execute co-sell and co-innovation opportunities

Channel & Ecosystem Expansion

  • Build relationships with Global System Integrators (GSIs) and advisory firms including Accenture, Deloitte, PwC, KPMG, EY, Capgemini, TCS, and Infosys etc

  • Enable partners through training, certifications, and joint solution development

  • Drive partner-led pipeline creation and deal execution

Go-To-Market Execution

  • Define and execute joint GTM strategies, campaigns, and industry plays

  • Collaborate with marketing on partner events, webinars, and field programs

  • Support sales teams with partner alignment on key deals

Revenue & Pipeline Management

  • Own partner-driven pipeline and revenue targets

  • Track performance metrics, forecasts, and partner contribution

  • Establish scalable partner engagement models

Internal Collaboration

  • Work cross-functionally with Product, Marketing, Sales, and Customer Success

  • Provide feedback on product integrations and market needs

  • Help shape Splan’s partner program and ecosystem strategy

Qualifications

Experience

  • 8+ years in channel partnerships, alliances, or business development in IAM, IGA, cybersecurity, or enterprise SaaS

  • Proven experience working with IGA/IAM vendors and GSIs

  • Strong understanding of Identity Lifecycle, Governance, and Access Management

Skills

  • Deep knowledge of IAM/IGA ecosystem and partner landscape

  • Experience driving co-sell motions and joint GTM strategies

  • Strong executive presence and relationship-building skills

  • Ability to navigate complex enterprise sales cycles

  • Excellent communication and negotiation skills

Preferred

  • Experience in Physical Identity & Access Management (PIAM) or security convergence

  • Existing relationships within target partner organizations

  • Background working with alliance programs at companies like SailPoint or Okta

Success Metrics

  • Partner-sourced and partner-influenced pipeline/revenue

  • Number and quality of strategic partnerships established

  • Joint solutions and integrations launched

  • Partner enablement and certification milestones

  • Contribution to overall ecosystem growth

Why Join Splan

  • High-growth company with strong market traction

  • Opportunity to define and lead ecosystem strategy

  • Work at the intersection of physical + digital identity convergence

  • Competitive compensation, incentives, and growth opportunities

How to apply

Submit your application online with an updated resume and send it to careers@splan.com Qualified candidates will be contacted for the next steps.

Work Location: 39899 Balentine Drive, Suite# 109 Newark, CA 94560, US