Alliances Sales Manager, MSP Global
Description
Role
Responsibilities
- Find, build and maintain relationships with MSP Accounts – Understand the MSP business model and sales cycle; build relationships with the business development, technical, and program teams within these targeted accounts.
- Push awareness in the SP community – elevate Splunk’s strategic status with your SP partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow SP’s to discriminate in the market and influence end-user requirements.
- Assist with MSP program sales strategies – engage and coordinate with Splunk sales, BD & capture management teams to develop program specific value propositions and bid strategies.
- Drive adoption of Splunk technology & services during the program capture phase – implement program specific call plans; push program focused value propositions; arrange demos and deep dives.
- Develop new relationships with program leadership; show how Splunk solutions can help the SP’s contain costs, meet requirements, schedules, and service level agreements, and/or expand the contract scope.
- Drive & manage execution of program specific NDA’s, teaming agreements and all necessary contracts.
- Manage a MSP specific pipeline report that is regularly communicated and reported on.
- Target and recruit new SP partnerships where Splunk leadership sees potential.
Requirements
- 10+ years direct & channel experience selling enterprise software in the MSP Market
- Understands major MSP initiatives and SI programs that could drive significant revenue for Splunk, has contacts at key SP’s and IT ecosystem partners
- Extensive experience & demonstrated success working with global, national and regional SP’s in a sales & business development capacity on program capture and delivering revenue on IT infrastructure programs
- Experience establishing NDA’s & teaming agreements with SP’s
- Demonstrated success in winning multi-million dollar large MSP programs
- Strong business acumen and negotiation abilities
- Executive presence, with excellent verbal and written communications skills
- Great teammate, successful working across organizations and structuring innovative approaches to pursue and close opportunities
- Entrepreneurial –strong work ethic, creative, resourceful, “get it done” attitude
- A consistent over achievement of sales goals.
- Ability to travel 25-40%+
- Bachelor's degree required
- MBA or equivalent experience preferred
- Must currently be authorized to work in the United States on a full time basis
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 comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
Thank you for your interest in Splunk!