Senior Partner Business Development Manager

for Global System Integrators (GSI), Identity and Access Management (IAM)

Newark, CA, USA Remote Full-Time 10+ Years

Position Spec

Splan is seeking a Senior Partner Business Development Manager targeting Global System Integrators (GSI). Splan, Inc., a leading Identity and Access Governance company with unique capabilities to integrate Physical Identity and Access Management with IT Identity Governance solutions, has a goal to enhance strategic partnerships with leading Global System Integrators and accelerate enterprise adoption of complete identity solutions that combine IT and Physical identities into a unified solution. You will build relationships with leading GSIs (Accenture, Deloitte, EY, Optiv, and other US-based integrators, as well as Infosys, WIPRO, TCS and more).

We operate at the confluence of cybersecurity and physical security making it imperative to work across IT and Corporate Security disciplines and stakeholders in enterprise organizations. You will help build close relationships with senior management and solution architect positions focusing on Identity Management practices at these GSIs and leverage those to help identify opportunities to introduce Splan solutions to their client accounts. The position combines strategic relationship management with hands-on commercial engagement, from technical teams through senior executives. You will collaborate closely with sales and product teams to translate partner needs into measurable business opportunities. The role also involves customer workshops, executive engagements, industry events, and public presentations. Working in a highly distributed environment, you will help expand market presence while strengthening strategic alliances across global technology ecosystems.

Position Deliverables

You will own strategic partner relationships and help drive joint business development, sales execution, and long-term growth with Global System Integrators.

  • Build and maintain strategic relationships with GSI partners across multiple organizational levels.
  • Develop a deep understanding of partner organizations, sales structures, and GSI business models.
  • Identify enterprise customer opportunities and engage with the GSI team to get Splan solutions considered.
  • Additionally work with the Splan Sales, Sales Engineering and Support organization to close new business opportunities.
  • Work closely with marketing, sales engineering, product management, and regional sales teams to achieve shared targets.
  • Represent partner needs internally and provide feedback that can inform product, sales, and go-to-market strategies.
  • Lead executive-level engagements and strategic interlocks between partners and senior leadership.
  • Conduct customer workshops focused on digital transformation initiatives and technology opportunities.
  • Attend sales events, deliver presentations, and act as a technical and commercial advocate for the partnership.
  • Some travel involved.

Requirements

You should bring substantial experience in partner, alliance, or indirect sales. Strong knowledge of enterprise facing technology and sales process, particularly experience with Identity and Access Management solutions will be a strong plus.

  • Extensive professional experience in alliance management, partner sales, or indirect sales.
  • Strong experience working with Global System Integrators and understanding their sales and delivery models.
  • Proven ability to identify customer requirements, evaluate gaps, and create new business opportunities.
  • Strong commercial skills, including experience negotiating contracts and business terms.
  • Ability to build trusted relationships with stakeholders ranging from technical teams to C-level executives.
  • Excellent communication, presentation, negotiation, and stakeholder management skills.
  • Autonomous, disciplined, hands-on approach with a strong focus on execution and results.
  • Ability to operate effectively in fast-paced, high-pressure environments with ambitious goals.
  • Strong organizational skills and the ability to manage multiple partner initiatives simultaneously.

About Splan

Splan is a leading provider of AI-powered Physical Identity & Access Management (PIAM), Visitor Management, and Workforce Identity solutions. Trusted by organizations across 60+ countries, Splan helps enterprises secure people, facilities, and operations through intelligent identity automation.

Splan brings identity governance, automation, security, and lifecycle management into the physical world, helping organizations manage employees, contractors, visitors, and other identities across enterprise identity systems and physical access environments.

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.