Responsibilities include expanding relationships with existing partners as well as recruiting and developing new ones. You will establish and execute sales plans and go-to-market strategies to grow revenue in accordance with quota targets. You work closely with our sales organization in a fast-paced environment facilitating cooperative pipeline generation and account development. The position might require a lot of travel as you will provide training and support partners making joint sales calls and closing deals.
This position is a field-based role to manage the efficacy of the partnerships of our regional partners, which allows us to effectively address all use cases, industries, and territories, delivering revenue growth above the growth rate of the country, and across multiple parts of the portfolio. The ideal candidate will be able to build a long-term strategic engagement with multiple partners, become a trusted advisor and be able to affect investment decisions. They will also have a track record of getting results through managing virtual teams and successfully orchestrating resources both internally and externally.
Responsibilities: I want to and can do that!
- Work with reseller partners and managed services partners and the German sales team (Regional Sales Director, Regional Sales Managers, Technical Consultants and Inside Reps) promoting cooperative selling to enterprise customers
- Create strategic relationships with senior decision makers within our key partners and ensure they are mapped to Splunk management
- Meeting and exceeding set sales quotas while adhering to Splunk’s sales rules of engagement
- Manage and be the main point of contact for partners
- Aggressively work to maximize partner total sales potential through best practices, training, and support
- Communicate masterfully with partners on products and service offerings for the enterprise growth market
- Create systems and procedures to streamline partner management
- Work with marketing to build and drive programs and events to extend the relationships to new prospects
- Continually learning about new products and improving selling skills
- Provide weekly reporting of pipeline and forecast using the salesforce automation tool
- Keep abreast of competition, competitive issues, and products.
- Attend and participate in sales meetings, product seminars and trade shows
- Prepare written presentations and reports
- Conduct contract negotiations
- Develop Management Objective Plans with all partners and align goals and objectives consistent with corporate strategy. Align sales, marketing, and services activities against these goals.
- Map Splunk partner organization to Splunk corporate organization, ensuring free cooperation and communication
Requirements: I’ve already done that or have that!
- A proven track record in channel and direct selling experience selling IT infrastructure solutions to medium and large Enterprise.
- Track record of success and knowledge with Enterprise VARs in the defined territory
- Strong executive presence and polish
- Management, interpersonal, written and presentation skills
- Thrives in a fast-paced, high growth, rapidly changing environment
- Able to work independently and remotely from other members of your team and corporate
- Relevant software industry experience in IT systems, enterprise or infrastructure management
- Experience in managing diverse and cross-functional teams is a plus
Solid, proven, relevant experience: Got it!
- Channel Sales and Strategic Partnership development
- Creation and execution of partner plans and programs
- Solid problem solving skills
- Executive presence and credibility
- Proven track record of consistently meeting or exceeding assigned goals and targets
- High level of interpersonal, communication and presentation skills
- Energy and passion
- Stable and consistent work history
- Fluent in German & English
Splunk is an Equal Opportunity Employer: At Splunk, we believe creating a culture of belonging isn’t just the right thing t