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 most strategic 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 named partners, become a trusted advisor to those partners 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, (global) system integrators, 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
Create systems and procedures to streamline partner management
Work with marketing to 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
Exceptional 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!
Significant Channel Sales and Strategic Partnership development
Demonstrable innovation
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
We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. 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.
