EMEA GSI Partner Development Manager - Advisory & Consulting Partners
Description
- You will drive solution and GTM creation of Splunk offerings leveraging partners’ intellectual property and its respective Sales and Technical enablement.
- You will lead the alignment of the partners’ and Splunk executives (e.g QBRs) to build a mutually beneficial relationship and secure the right local and regional sponsorship for the joint business plans between the two organizations, leading to harmonized and lucrative relationships.
- You work closely with EMEA Partner Technical Manager (PTM) and Country GSI PDMs to ensure joint business plans and technical enablement are defined and executed towards agreed mutual growth targets.
- Drive, lead and grow joint sales pipelines and initiatives across all motions - sell-through & sell with for defined Route-To-Markets (RTMs), GTM plan and Business initiatives. It will be important for you to fully understand the GSI ecosystem and its solutions portfolio, work closely with the Partner Solutions Team to develop and land new GTMs.
- Support and encourage alignment between the partners’ and Splunk’s marketing teams to create and execute joint and synchronized marketing plans in targeted markets, to lead the tactics to ensure seamless execution of the plans.
- Create, lead and own strategic actions plan around mutually beneficial business cases, leading to overall success and accurate revenue forecasting.
- Working closely with key individuals, internally and externally, to secure partner participation at Splunk marketing events and regional user conferences.
- Act as the internal champion for the growth of the Partnerships across Splunk.
- Travel up to 50%.
- As the successful candidate you will have a strong background in business development or strategic account sales experience within enterprise software.
- Previous experience in managing enterprise software alliances with Global System Integrators and Advisory Firms, preferably including partnerships with EY, Deloitte, and similar organizations.
- Understand the GSI business model for those partners and can leverage their offerings to grow Splunk business.
- Having experience with direct sales (hunter/carrier and exceeded quota) to large enterprises is something which we feel would be highly beneficial. Combined with a strong, verifiable track record of managing complex, revenue generating relationships.
- Having a track record of closing large multi-million-dollar Software transactions with GSIs will be important and highly valuable.
- Proven experience of managing alliance relationships at the executive level.
- Experience in driving alliance partner relationships in a broad range of business activities - crafting joint solution offerings, marketing, training & certification and sales engagement.
- Capability to develop in-depth knowledge of a partner’s business, organizational structure, business processes and financial structure, using this to create an Alliance Business Plan. Having a sound understanding of our partner business.
- Excellent verbal and written communications skills, where you will be effective in communicating at all levels.
- Standout colleague where you will work with consistent success in cross-functional organizational structures across EMEA and globally.
- Demonstrated ability to develop vision and strategic direction.
- Ability to think strategically and creatively coupled with high analytical and business problem-solving skills.
- Fluent in English
- Bachelor's degree, or equivalent, required.
Note:
OTE Range
For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).
United Kingdom
On Target Earnings: GBP 152,000.00 - 209,000.00 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 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 comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
Thank you for your interest in Splunk!