Partner Sales Manager
The EMEA Partner & Alliances organization is made up from the best individuals in the business managing our partnerships. We are an energetic, passionate team of innovators with a relentless drive to succeed and drive the business forward. We understand that Partners come in all shapes and sizes and not one management solution works for all of them; this is where the expertise of your partner management and relationship building skills come in. You anticipate how decisions are made, persistently explore and uncover the business needs of Splunk’s key clients and understand how our range of product and program offerings can grow their business.
Job Description: That’s a cool job! I want it!
We are searching for an experienced Partner Sales Manager for Belgium and Luxembourg. The candidate will ideally be based in the Brussels area.
The ideal candidate will have proven success building and running a complex enterprise business with and through partners and will be highly skilled at translating strategic objectives into a clearly defined, executable business plan. This is a highly visible role and candidates should have proven I.T. Channel credibility and recognition. The ideal candidate will have relationships at all levels and will already have been successful building a business within major partners in Belgium and Luxembourg.
Responsibilities include expanding relationships with existing partners as well as recruiting and developing new ones. You will establish and execute sales plans and go-to-market strategies to grow revenue in accordance with quota targets. You work closely with our sales organization in a fast-paced environment facilitating cooperative pipeline generation and account development. The position might require a lot of travel as you will provide training and support partners making joint sales calls and closing deals.
This position is a field-based role to manage the efficacy of the partnerships of our most strategic partners, which allows us to effectively address all use cases, industries, and territories, delivering revenue growth above the growth rate of the country, and across multiple parts of the portfolio. The ideal candidate will be able to build a long-term strategic engagement with named partners, become a trusted advisor to those partners and be able to affect investment decisions. They will also have a track record of getting results through managing virtual teams and successfully orchestrating resources both internally and externally.
Responsibilities: I want to and can do that!
- Work with reseller partners, (global) system integrators, managed services partners, AWS, GCP and the BeLux sales team (Regional Sales Director, Regional Sales Managers, Technical Consultants and Inside Reps) promoting cooperative selling to enterprise customers
- Create strategic relationships with senior decision makers within our key partners and ensure they are mapped to Splunk management
- Meeting and exceeding set sales quotas while adhering to Splunk’s sales rules of engagement
- Manage and be the main point of contact for partners
- Aggressively work to maximize partner total sales potential through best practices, training, and support
- Communicate masterfully with partners on products and service offerings
- Create systems and procedures to streamline partner management
- Work with marketing to drive programs and events to extend the relationships to new prospects
- Continually learning about new products and improving selling skills
- Provide weekly reporting of pipeline and forecast using the salesforce automation tool
- Keep abreast of competition, competitive issues, and products.
- Attend and participate in sales meetings, product seminars and trade shows
- Prepare written presentations and reports
- Conduct contract negotiations
- Develop Management Objective Plans with all partners and align goals and objectives consistent with corporate strategy. Align sales, marketing, and services activities against these goals.
- Map Splunk partner organization to Splunk corporate organization, ensuring free cooperation and communication
Requirements: I’ve already done that or have that!
- A proven track record in channel and direct selling experience selling IT infrastructure solutions to medium and large Enterprise.
- Track record of success and knowledge with Enterprise VARs in the defined territory
- Strong executive presence and polish
- Exceptional management, interpersonal, written and presentation skills
- Thrives in a fast-paced, high growth, rapidly changing environment
- Able to work independently and remotely from other members of your team and corporate
- Relevant software industry experience in IT systems, enterprise or infrastructure management
- Experience in managing diverse and cross-functional teams is a plus
Solid, proven, relevant experience: Got it!
- Significant Field Channel Sales and Strategic Partnership development
- Demonstrable innovation
- Creation and execution of partner plans and programs
- Solid problem solving skills
- Executive presence and credibility
- Proven track record of consistently meeting or exceeding assigned goals and targets
- High level of interpersonal, communication and presentation skills
- Energy and passion
- Stable and consistent work history
- Fluent in 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.
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