Vice President, Global Business Development & Emerging Markets
In today's enterprise software industry, relationships really matter. The number-one priority for me is honesty and integrity in relationships – with the customers we serve and the channel partners who sell our solutions all over the world.
For Marty Frederickson, the key to working with some of the largest companies in the world is gaining their trust in SailPoint's solutions and services. And the key to building that trust is demonstrating solid experience and expertise in the identity management market and a successful track record of serving customers with integrity.
As Marty sees it, successfully building a company is a team effort by everyone, from the marketing organization that communicates SailPoint's value, to the product developers and engineers who deliver the company's solutions, to the support teams that deliver service after the sale. Channel partners also play a key part in building trust with customers. Marty and his team have worked with many of these partners over the years, building a repeatable process around channel sales that is based on a strong foundation of integrity and experience in the identity management space.
Marty's way of thinking about customer acquisition and growth has served him well at SailPoint, where he has led the international sales organization since the company's founding in 2005. Today, he is responsible for channel sales and partnership development worldwide. Prior to joining SailPoint, he grew Sun Microsystems' identity management practice to $135 million in revenue in just 2 years. Marty joined Sun through the acquisition of Waveset, where he was vice president of North American sales and alliances. His deep experience in sales and channel development also includes leadership positions with IBM/Tivoli Systems, Sybase and Informix.