Description
Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. 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. Come help organizations be their best, while you reach new heights with a team that has your back.
At Splunk, we’re committed to our work, customers, having fun and most importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey.
Do to our expansive growth, we are seeking an experienced sales professional to join our team as a Partner Alliance Manager - SLED. The focus of the role is drive MSP partners adoption/incorporation of Splunk technologies & services into their SLED Program initiatives. (Sell Thru/with). You will have a track record of building and maintaining relationships with MSP and driving adoption of enterprise IT software solutions in new and existing SLED programs, as well as enterprise architectures for repeatable GTM.
Partner Alliance Manager - PBST
Responsibilities
- Build and maintain relationships with MSP - partner accounts – Understand the MSP business model and sales cycle; establish relationships with the business development, technical, and program teams within your assigned MSP's.
- Push awareness in the MSP community – elevate Splunk’s strategic status with your MSP partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow MSP’s to discriminate in the FED and SLED markets and influence end-user requirements.
- Assist with PBST program sales strategies – engage and coordinate with Splunk sales, BD & capture management teams to identify relevant SI’s, develop program specific value propositions and bid strategies.
- Drive adoption of Splunk technology & services during the program capture phase – execute program specific call plans; push.
- Drive adoption of Splunk technology & services in existing and new programs – Understand the key existing programs held by your assigned MSP’s. Develop program focused value propositions; arrange demos and deep dives; negotiate positions on SI teams; and work with partners to identify opportunities to expand use cases and scope.
- Drive & lead execution of program specific NDA’s and teaming agreements.
- Manage pipeline reporting for your MSP partner opportunities and revenue influenced by your assigned SI Partners.
- Drive Splunk Software as a technology standard within MSP architecture.
Requirements
- 8+ years direct, channel, or integrator experience within SLED
- Understands major initiatives and MSP programs that could drive significant revenue for Splunk, has contacts at key at Accenture and EY and IT ecosystem partners
- 5+ years of extensive experience & demonstrated success working with major MSP's in a sales & business development capacity on program capture and delivering revenue on IT infrastructure programs
- Shown success in establishing NDA’s & teaming agreements with MSP's
- Demonstrated success in winning Multi-million dollar large SLED programs
- Strong business insight and negotiation abilities
- Executive presence, with excellent verbal and written communications skills
- Standout colleague, successful working across organizations and structuring new approaches to pursue and close opportunities
- Ambitious –strong work ethic, creative, inventive, “get it done” attitude
- A consistent overachievement of sales goals
- Ability to travel 20%+
- Must live with in the commutable Washington DC Metro area
Education
- Minimum of a Bachelor's degree or equivalent job experience
- Must currently be authorized to work in the United States on a full time basis
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: $196,000.00 - 269,500.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $196,000.00 - 269,500.00 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!
