Partner Development Manager
Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most significantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey.
Are you passionate about helping the field sales team sell more through partners and the channel? Do you want to help take Splunk to the next level and redefine the way we do business? If you answered yes to these questions’ then Splunk might be the place for you! We are seeking an inventive, creative and driven, Partner Development Manager to drive revenue growth and build strategic relationships with existing and net new VARs and System Integrators in Malaysia market.
Responsibilities:
You will work closely with reseller/channel partners and sales teams (Regional Sales Managers, Sales Engineers, Sales Leadership) promoting collaborative selling to enterprise/commercial accounts. You will meet and exceed set quotas with a focus on net-new / incremental business, while adhering to Splunk’s sales rules of engagement. You will establish and execute sales plans and GTM strategies to grow revenue in accordance with quota targets.
- Experience in building proficiencies and capabilities in partner eco-system by working closely with internal partners. These skillsets should include sales, pre-sales, delivery, customer success and practice building;
- Ability to identify and build successes with an eco-system of partners who are committed to invest and drive incremental Partner-sourced business with Splunk;
- Experience in working with Cloud Service Providers would be an added advantage;
- Consistent track record in building a scalable and repeatable partner GTM strategy that encompasses:
- Evaluation of vertical/industry attractiveness and propensity to buy;
- Discovery process with sales specialists to develop a prescriptive selling approach which is easily replicated across verticals and partners;
- Demand generation strategy to drive strong pipelines for targeted industries;
- Develop and scale out partner competencies through guided enablement and skill set transfer initiatives, working closely with cross-functional teams;
- Deep incorporation of Cloud-First mentality when developing the GTM
- Developing an operating cadence:
- Partner-led pipeline reviews, forecasting with both leadership team and external partner/distributor community.
- Set important metrics for measuring success of business through partners.
- Conduct Quarterly Business Updates (QBU) with internal partners and work towards support for the Plan of Record (POR) as required.
- Build trusted relationships and influence with key partners at Partners – Executive, Sales, Technical, Services, Admin etc.
- Build systems and procedures to streamline partner management.
- Provide creative training events to improve partner sales
- Travel as required;
Qualifications:
- Have at least 6+ years channel and direct selling experience selling IT infrastructure solutions (big data, security software solutions etc.) and/or SaaS, subscription-based software to medium and large enterprise accounts.
- Have a positive presence in the “C” suite with a track record of closing six and seven-figure deals
- Strong ability to “manage up” and build strong relationships with our Sales Leadership team
- Equivalent software industry experience in IT systems, security, enterprise or infrastructure management.
- Knowledge of the monitoring space, microservices, and AWS/GCP/Azure would be preferred.
- Strong growth mindset with entrepreneurial spirit; a self-starter who is always thinking how to drive growth exponentially;
- Outcome driven and committed to delivering sales excellence through partnering
- Strong analytical skills and deep understanding of partner profit drivers
- Positive attitude with burning desire to succeed.
- Team player who is comfortable working cross-functionally and drive adjacent teams towards common goals.
- Native Korean speaker and good English.
We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. 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.
This is a test line.
About Splunk
Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. Machine data is one of the fastest growing and most complex areas of big data—generated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.
Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data. IT insights. Security insights. Business insights. It’s what we call Operational Intelligence.
Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world. These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs. Innovation is in our DNA – from technology to the way we do business. Splunk is the platform for Operational Intelligence!
Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.
We’ve built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software. We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.
Benefits & Perks: Wow! This is really cool!
SF Only
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer, “Fun Fridays”.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Non SF
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave. Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy. You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer and “Fun Fridays”.
This isn’t a job – it’s a life changer – are you ready?
Individuals seeking employment at Splunk are considered without regards 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 (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to [email protected]. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
To check on your application click here.