Director, Partner Solutions Engineering- Americas
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.
Role
You will lead the Partner Solutions Engineering organization in the Americas to achieve revenue targets and ensure customer success.
Develop the vision and strategy for our cloud business to unlock the full potential of growth with our partners. Create the strategy and shape the partner program, then establish the initiatives and goals supporting the buildout of a partner footprint at Splunk that can provide leverage and acceleration to the overall technical sales strategy. As a member of the Technical Sales senior leadership team, this role will support and execute Splunk vision for success. Primary focus will be the segmentation of the partner base and establish rules of engagement across each segment. This will include partnering with the various sales geographies on recruitment, engagement and technical development of our strategic go to market channels. This cross-functional role will also require representing various other functions within Splunk to establish a coordinated ecosystem within each partner segment. Work proactively with the Splunk technical community to innovate and develop technical strategies and solutions supporting a common outcome. This person will act on behalf of Splunk senior leadership in representing the Partner teams in Americas. Qualified candidates will demonstrate the capability to excel in a fast-paced environment, demonstrate deep knowledge of international operations and the unique nuances operating within specific geographies. Will lead by example, translate corporate and sales vision into results, become an agent for change, and emphasize a customer and partner first attitude.
Responsibilities
- Work closely with Splunk Partner organization to identify partner groups and established rules of engagement across each segment and geography
- Drive business with Splunk technical stakeholders – sales, specialists, verticals, customer success – to integrate common needs, requirements and metrics into next generation Partner Program
- Collaborate with sales and technical go to market leadership on strategies and deliverables specific to each operating region
- Partner with Solutions and Verticals teams to establish standard offerings for the select Partner base to learn and take to market in a predictable and repeatable motion
- Establish technical business development strategy across various partner types – global systems integrators vs service providers vs public cloud providers vs resellers,
- Develop sales engagement model for high-touch engagements, distributed engagements and low touch engagements
- Research and establish and establish a short-list of innovative ways to cover markets with select focus partners
- Become the central point of technical sales contact for all feedback and establish remediation plans if necessary, for continued expansion of activities in each sales geography
- Coordinate common workstreams such as recruitment, onboarding, enablement and provide common scorecards to improve time to productivity
- Lead, equip and empower a matrixed, cross organizational, multifunctional team to be successful in executing a complex strategy
- Become the expert in the Splunk partner strategy as well as localization requirements for each functional business
- Ensure the partner organization develops and maintains a catalog of technical services, with Best Practices, SLA’s and KPI
- Mentor, motivate and lead international leadership teams to achieve common strategic and tactical outcomes
Requirements - Must be able to travel upwards to 50%
- Experience working with Channel Partners, Cloud Service Providers, Managed Service Providers and Global System Integrators
- 5+ year’s related SE Management experience is highly preferred
- Must have cloud experience and have developed a partner program with cloud/SaaS as its core principle
- Run effective cross functional staff meetings with clearly defined goals and success criteria.
- Must know how to build consensus and operate in a matrixed environment as an individual influencer
- Must have cross-functional experience in all technical Customer Lifecycle functions – Enablement, Sales, Professional Services, Support, Customer Success
- Excellent communication skills – written and oral. Ability to communicate complex ideas to an international audience
- Previous technical channel operations and/or partner organization leadership experience a must
- BS in Computer Science or equivalent experience
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: $268,000.00 - 368,500.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $256,000.00 - 352,000.00 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 next-level benefits at https://splunkbenefits.com.
Thank you for your interest in Splunk!