Strategic Alliances, Director (IoT Markets Group & Individual Contributor)

Global Strategic Alliances San Francisco, California Austin, Texas San Jose, California


Title: Industrial Strategic Alliances Director (IoT Markets) 

Role: Individual Contributor 

Location: SF Bay Area (near one of our offices in San Jose or San Francisco)

Are you passionate about IoT and want to help us bring "Splunk" to the next level? If you answered yes to this questions then your dream job awaits you and we want you on our team! We are seeking an inventive, creative and well-known IoT guru to be our "Industrial Strategic Alliances Senior Manager". In this role you will guide and direct strategic and execute efforts required to build technical alliances with leading and emerging companies in the industrial hardware and software space

Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most meaningfully to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

Role:

Join the team that is bringing the power of Splunk beyond IT and into the fast growing world of industrial solutions. It’s a brave new world for Splunk and we aren’t going it alone – in traditional Splunk fashion we are building an industrial ecosystem of strategic partners that will enable our customers to more quickly and effectively harness the power of big data to drive industry transformation initiatives in their operational environments.

Responsibilities:

You will work within the Splunk IOT Market Group and closely with the Splunk Global Strategic Alliances organization to develop, handle and maintain consistent processes and operations while establishing and driving technical solutions with market leading technology companies in the industrial space.

This role will be the main point of contact for our "Strategic Industrial Partner" program. The primary function of this role is to 1) develop a strategic plan and roadmap that expands Splunk’s ecosystem in the industrial IOT market, 2) target and develop relationships and drive programs to create customer value and revenue expansion, 3) extend the Splunk brand into the industrial market through your creative ideas.

You will handle and guide the creation of our strategic industrial partner program responsible for the creation and expansion of the Splunk industrial ecosystem as well as create programs that create customer value and drive revenue opportunities.

  • You will establish systems and procedures to streamline management to align with Splunk's GSA team.
  • Collaborate with marketing and make recommendations to drive programs and events to extend the relationships to new prospects.
  • Provide weekly reporting of pipeline and forecast using the Salesforce automation tool.
  • Stay ahead of competition, competitive issues and products.
  • Attend and participating in sales meetings, product seminars and trade shows.
  • Prepare written presentations, reports, and price quotations and conduct contract negotiations.
  • Define and execute partner GTM plans and regular progress checkpoint reviews.
  • Travel as required; provide training and support partners making joint sales calls and closing deals.

Qualifications:

  • You have at least 12+ years industrial systems experience with a reputation for exceeding quota/goals, MBOs and track records and known for creating strategic, high value technical solutions with other industrial partners (and references to back this up).
  • You have deep experience, success and knowledge with Business Development (ideally within IoT space). 
  • Experience building Strategic Alliances and GTM (IoT space a plus) 
  • Technical experience and understanding within IoT and embedding data analytics, security software etc within devices and understand the architecture within the ecosystem.  
  • Experience in introducing a new complex software solution to the industrial market and creating a technical partner ecosystem.
  • You have the ability to quickly evaluate, understand and translate the technical and business value of partner solutions within the industrial ecosystem and educate the field on these values.
  • You have amazing management, interpersonal, written and presentation skills
  • You thrive in a dynamic, high growth, fast-paced environment and have hyper-growth experience
  • Minimum of a Bachelor's degree or equivalent job experience
  • We are only able to consider candidates that are already located in the SF Bay Area 

Are you looking for an incredible place to work that celebrates innovation, leadership and creativity? Please contact us. Splunk offers competitive compensation and excellent benefits. When you join Splunk you'll be working with a team of smart people who are as passionate about our products as our customers' success. We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which you are applying.

Thank you for your interest in Splunk!