Partner Account Manager - Federal DoD/IC

SalesRemote, Virginia Delaware Maryland

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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.
 
You will establish and implement the core proficiencies of Splunk’s partner program in alignment with our Federal DOD/IC initiatives. You will work closely with our sales organization in a fast-paced environment facilitating cooperative account and opportunity development leveraging our Partner and VAR ecosystems.
 
The Partner Account Manager will cultivate existing and establish new partner relationships where needed. This person will facilitate cooperative account and opportunity development using our Partner ecosystem with the goal of generating partner found pipeline, and ultimately growing partner impacted business meeting or exceeding stated goals.
 
Minimal travel required.
 
Role and Responsibility:
  • Work within a territory Federal DOD/IC team (Regional Directors, Account Managers, SE’s, Business Development, Advisory team) to increase partner leverage across the Federal region
  • Meeting and exceeding sales quotas while adhering to Splunk’s sales and partner rules of engagement.
  • Develop and implement marketing and pipeline plans across the PBST territory to increase Partner oriented sales pipeline
  • Develop and implement VAR business plans for assigned partners to understand their mission and goals vis a vis Splunk and complete quarterly business reviews to ensure we are meeting the partner’s revenue and business goals.
  • Keep up to date on major Federal DoD/IC programs and map Splunk to solution requirements applying partner ecosystem
  • Communicate masterfully with Partners on products and service offerings.
  • Continually learning about new products and improving selling skills.
  • Provide weekly reporting of VAR pipeline and forecast.
  • Keep abreast of competition, competitive issues and products.
  • Prepare and present company initiatives, product overview, partner program framework, and programmatic Federal campaigns
  • Lead and be the main point of contact for VARs as they engage in contract capture, RFP responses, and dedicated campaigns

Requirements:

5+ years channel and/or direct selling experience selling IT infrastructure solutions and services to the Federal DOD/IC marketplace.
Track record of success and knowledge with VARs in the Public Sector.
Relevant software industry experience in Software IT systems, enterprise or infrastructure management; preferably SaaS expertise.
Deep understanding of Federal DOD/IC contract vehicle landscape
Exceptional interpersonal, writing, and presentation skills
Thrives in a fast-paced, hyper growth, constantly evolving environment
Able to work independently and remotely from other members of your team and corporate

Education and experience requirements:

  • Minimum of a Bachelor's degree or equivalent job experience
  • US Citizenship Required
Splunk is an Equal Opportunity Employer
Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected 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: $168,000.00 - 231,000.00 per year

California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

On Target Earnings: $172,000.00 - 236,500.00 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!

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