Director, Global Partner Development Manager - (AWS)

SalesRemote, Washington California

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Description

Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". 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.
Are you passionate about exploring new business models and building “elite” strategic partnerships? Splunk is looking for an expert leader, who is inventive and creative, to help take Splunk’s strategic partnership with AWS Cloud Platform to the next level. You will possess deep expertise in the world of partnerships, practical knowledge working with AWS, and you have deep knowledge of the software and cloud solutions. You know how to craft different sophisticated business models, solution selling and multi-channel sales motions to help Splunk build a compelling GTM strategy that delivers value to our customers, prospects, and our partners.

Responsibilities:

  • Build and run Splunk’s GTM partnership strategy with AWS: strategy development, engagement plans, execution plan and alignment of GTM functions.
  • Engage with Splunk and AWS Sales Executives to successfully launch offerings through co-selling motions, driving business growth for Splunk, AWS and our SI/MSP/Channel partners.
  • Conduct day-to-day program management and play a “quarterback” role to own the go-to-market holistically and drive consistency across the theaters. It is essential that this role drives programmatic engagement through cross-functional prioritization and by operationalizing key processes to hit our shared metrics and goals.
  • Expand Executive relationships across AWS’ Sales organization and Alliance teams.
  • Coordinate go-to-market execution with regional Partner teams, and continuously manage alliance performance metrics and outcomes.
  • Working with Partner Marketing, develop AWS Cloud/Splunk collateral and resources that can be used for both internal/sales enablement as well as for end-customers
  • Support AWS/Splunk regional events including AWS Summits, Splunk Technical Symposiums, SKO’s, etc., and how each will be optimized globally
  • Define how AWS and Splunk programs including Splunk Partnerverse, Marketplace programs will work together.
  • Make meaningful recommendations and quickly build consensus across senior level Partner Executives

Qualifications:

  • Recent and detailed solid understanding of AWS or Hyperscale Cloud Providers (5 years but 8 + years preferred)
  • 10+ years of experience within Software and/or SaaS companies running Global Alliance Partnerships. Experience leading AWS is preferred. Experience working with SI firms, including shown success developing, negotiating and signing revenue-generating deals is a plus.
  • Experience driving alliance partner relationships across a range of business activities (engineering/product alignment, joint solution development, marketing, training/certification, and sales engagement)
  • Strong executive presence.
  • Extensive experience running virtual teams across functions and geographies
  • Strong problem-solving skills and ability to think strategically and creatively about business problems. Ability to work towards business outcomes. Does not shy away from driving the strategy “hands on”.
  • Embrace change and contribute to the overall success of Splunk
  • Already located in the Seattle or SF Bay Area
  • Travel 25% up to 50% (depending on location)
  • Cover letter recommend-include your experience with AWS or similar cloud experience and why you'd be a good candidate
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: $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!

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