Channel & Alliances Leader
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 importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey.
Due to our expansive growth we are seeking an extraordinary Partner leader to join our team as Channel & Alliances Lead - France. In addition to requisite passion, skills, and experience, you will have a consistent track record in building and leading high performing teams that exceed partner sourced targets and associated company priorities. Your role will have a material impact on Splunk’s overall performance...are you up for the challenge?
The Channel Director is responsible for leveraging the model for exponential growth with our Partners and drives growth for our Sales Team in EMEA. This Leader will work closely with the Splunk Field Sales Leadership to ensure that both the needs of Splunk and those of the partners are being optimized. The ideal candidate will have the skills to lead the team of PDMs in the Region to execute alliance-driven revenues to a position of market leadership.
What We're Looking For:
- Success in leading, coaching and developing successful teams
- Success adapting and growing in fast-growing and changing environments
- Success effectively influencing key partners, at our customers and inside of Splunk
- Success orchestrating and aligning decision makers around a common objective
- Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement
- Have existing executives relations with key partners and GSIs in France
Responsibilities:
We are looking for a leader that can:
- Define, build and develop long-term strategic partnership with top partners in the region
- Develop next generation eco system by expanding the partnership from a single product area to a platform partnership
- Transform the service delivery from our eco system, going from on-prem to Splunk Cloud
- Develop a team of first line partner leaders (PDMs) and partner closely with other functional teams.
- Lead by example, set expectations, and follow through effectively.
- Provide coaching and mentorship as needed and ensure that managers do the same for their team.
- Consistently deliver against targets of partner sourced business – ensuring company goals, and objectives that are achieved consistently and sustainably
- Predictable forecast of monthly, quarterly, and annual targets for GSIs in EMEA
- Effectively manage your region by considering who your focus partners will be, and who the ones that will go into incubation, leveraging your industry expertise combined with Splunk’s data driven market analysis and partner incubation framework; establish accurate plans and business plans; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall goals.
- Put into place team structure, process strategies, and strategic resource plans that will bring together key opportunities in target markets throughout the Region
- Lead on behalf of the team in Splunk Partner marketing and demand generation activities
- Unearth customer insights, define joint value proposition, determine appropriate go to market strategy to maximize growth objectives
- Provide leadership and oversight to ensure the team demonstrates and deploys resources expertly and for the highest impact.
- Collaborating with sales engineering, sales, customer success, renewals professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
Requirements:
- 10+ years of enterprise software channel sales and/or alliances experience. Minimum of 3 years management experience, with 2nd line management experience preferred
- Previous experience managing enterprise software alliances with the Global Outsourcers and Systems Integrators.
- Subscription, SaaS, or Cloud software experience is mandatory.
- History of consistently meeting/exceeding targets and objectives personally and as a leader.
- Very comfortable in the “C” suite with a track record of negotiating six and seven figure software licensing and SaaS transactions
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
- 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
- Highly professional persona and polished demeanor.
- Strong verbal and written communication skills; effective at delivering executive level Presentations
- Team player with consistent success in cross-functional organizational structures
- Demonstrated ability to develop vision and strategic direction
- Ability to think strategically and creatively coupled with strong analytical and business problem-solving skills
- Strategic sales orientation and experience
- Ability to travel ~40%
- Fluent in French & English (both written & spoken) is mandatory
- Bachelor's degree; MBA a plus
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.
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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.
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