Description
Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". So bring your work experience, problem-solving skills, and talent, of course, but also bring your joy, your passion and all the things that make you, you.
Role Summary
The Global Partner Sales team is looking for a Global MSP (Managed Service Provider) Partner Development Manager – Recruit, to orchestrate revenue, adoption, and growth of the named global service providers (Telecommunication/Communication Service providers) partners. This role will focus on identifying, qualifying, onboarding, and leading partners to drive revenue growth by embedding Splunk products into the partners’ managed services solutions and platforms. Meet the Go-To-Market Operations Team
Do you have an interest in simplifying complex processes? Can you always find a more efficient way to do something? The Go-To-Market (GTM) Operations team builds strategies, and change initiatives, and implements policies, processes, and technologies that streamline operations and delight customers. Learn more about the team, meet our leaders, and hear from our Splunk GTMO leaders at
splunk.com/careers/gtm-operations.
Responsibilities
Partnership Development and GTM Activation: Build and champion strategic relationships with the Global Partners, and activate new partnership GTM strategies
Onboarding, Partner Agreements, and Partner Program: Lead the negotiation and execution of global partner agreements, ensuring seamless onboarding of global partners into the Splunk partner program to drive MSP growth.
Strategic GTM Planning: Develop and implement the MSP GTM strategy, aligning global programs with theater needs in Security & Observability.
Build trusted advisory collaboration: Build an expansive network with Business and Technical managers by sharing ideas and building a trusted advisory reputation within the partner team. Create executive sponsorships and relationships at the C-level to build trust and drive for commitments.
New MSP Solutions: Secure partner commitment to build net-new solutions on Splunk products. Evangelize the profitability of the Splunk relationship and value proposition. Quantify market opportunity and set shared expectations on engagement, deliverables, programs, and services. Coordinate engagement of teams required to enable/skill up partners and lead solution development.
Build Splunk Security & Observability Practices & Center of Excellences for scalable partner skill, Solution Development, and innovation labs.
Drive business growth: Accountable for the growth of the MSP business across the assigned MSP partners. Drive business performance measured by revenue, customer acquisition, product areas, as well as global expansion support. Demonstrate account management excellence through high-quality interactions with the partner, and well-orchestrated interactions between partner and Splunk executives.
Legal compliances: Splunk MSP business is run legally compliant manner by ensuring theaters are not offering favorable pricing or business terms to their partners
Qualifications
- Minimum of 15 years of channel business experience, with at least 5 years of direct experience working for software vendors in growing channel business with Telecommunication Service Providers
- Experience with selling security solutions, and building security practices with the partners.
- Executive presence and ability to influence business leaders through business value propositions
- Experience with technology data platforms and developing new solutions
- Experience generating sales pipeline with the ability to close sales directly with MSPs
- A solid history of meeting or exceeding key performance metrics
- Ability to build strong relationships across and within MSP partner organizations
- Inclusive and collaborative work ethic driving collaboration and cross-team alignment
- Effective partner relationship management and solution development skills.
- Effective communication and presentation skills with a high degree of familiarity in public speaking.
- Challenger mentality demonstrating internal and external resources, conflict resolution, and follow-through
- Effective experience working remotely
- The skills for learning and selling technical content
- Ability to travel 25% or more of the year as needed bullet 1>
Splunk is an Equal Opportunity Employer
At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.
Note:
OTE Pay Ranges
For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).
SF Bay Area, Seattle Metro, and New York City Metro Area
On Target Earnings: $232,000.00 - 319,000.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $232,000.00 - 319,000.00 per year
Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.
Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our next-level benefits at https://splunkbenefits.com.
Thank you for your interest in Splunk!
