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■当社について
当社では、複雑な問題を解決するために、マシンデータを誰もが簡単にアクセスして高い価値を引き出すことができるものにしようと取り組んでいます。私たちの目標は、お客様が現在抱えている問題を独創的な方法で解決する革新的なテクノロジーを提供することです。その鍵となるのが高いモチベーションです。最高の人材と最高の製品、そこに高いモチベーションが加わることによって、当社は成り立っています。

■業務概要
パートナーセールスマネージャーとして、当社の主要なグローバルアライアンスパートナー(コンサルティングファームなど) との日本におけるGTM戦略および実行をリードしていただきます。各パートナーシップのグローバル戦略と連携していただきます。そして、日本市場における戦略的アライアンスパートナーとのビジネスの成長を加速させ、拡大させるためのローカルプランを自ら構築し、リードし、立ち上げていただきます。市場をセグメント化するための戦略を定義し、これらのパートナーとどのように共同ビジネスを構築するかの計画を策定し、計画を実行する役割を担っていただきます。パートナー様と当社のアカウント営業チームとの日々のやり取りを管理していただきます。さらに、グローバルパートナーマーケティングチームと協力して、これらの戦略的提携の実行を促進する役割を果たすフィールドコーマーケティングイニシアチブを構築し、推進することも期待されます。AWSとのパートナーシップを構築し、販売した経験をお持ちの方を求めています。

■業務詳細
・パートナー営業組織と顧客チームを巻き込み、GTM戦略を定義し、当社製品とグローバルパートナー(コンサルティングファーム 等)、そして潜在的には他のクラウドパートナーのための新しい収益機会を創出し、推進する
・特定の顧客層や業種を特定し、指定されたパートナーとともに当社製品の使用に関する共同価値提案を行う
・日本のパートナーとのパイプラインと四半期ごとの実行を管理
・APACおよびグローバルパートナーマネジメントへのパイプラインメトリクスの報告
・日本におけるパートナーとの関係を統括
・パートナーとのGo-to-Market活動を統括し、推進する
・セールスやデリバリーのニーズを満たすためのイネーブルメントプランの策定と実行
・製品およびパートナー企業の経営幹部に対するビジネスレビューの作成と提供
・収益目標および指標を超過達成

■応募資格

【必須(MUST)】

・7-10年以上の企業向けソフトウェアにおけるビジネス開発または戦略的パートナーセールスもしくはアカウントセールスの経験をお持ちの方(セキュリティソフトウェアのセールスであれば尚可)
・グローバルアライアンスパートナーとの戦略的パートナーシップを成功させた経験をお持ちの方
・5年以上、戦略的アライアンスパートナーとのGTM関係を管理した経験をお持ちの方
・5年以上の大企業向けダイレクトセールス(ハンター/キャリア)の経験をお持ちの方で、ノルマを超過した方
・複雑で、収益を生み出すような関係を管理した実績がある方
・関連する戦略的アライアンスと照会可能な関係を持っている方
・各種ITアーキテクチャ、データセンター運用、クラウドサービスに関する技術的な理解をお持ちの方
・Go-to-Market活動を定義、実行、管理した経験をお持ちの方
・日本語と英語によるコミュニケーション能力を有し、複雑なコンセプトを部門横断的なチームに対して明確に伝えることができる方
・MSPへの数百万ドル規模の大型ソフトウェア取引の成約実績があれば尚可


Come and join us as we pursue our disruptive new vision to remove the barriers between data and action, empowering observability, IT and security teams to ensure their organizations are secure, resilient and innovative. 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 meaningfully to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

The Partner Sales Manager will lead Splunk’s GTM strategy and execution in Japan with Splunk’s key Global Alliances partner. This individual will align with the global strategy for each of these partnerships. You will then own, build, lead, and launch a local plan to accelerate and scale the growth of Splunk’s business to, through, and with these strategic alliance partners in the Japan market. You will be responsible for defining the strategy for segmenting the market, developing a plan for how to build joint business with these partners and execute the plan. You will manage the day to day interactions and the Splunk account sales teams. Additionally, you will work with our Global Partner Marketing team to build and drive Field co-marketing initiatives that will serve to facilitate the execution with these strategic alliances. You will ideally have strong experience selling into and executing partnerships with AWS.

Responsibilities: I want to and can do that!

  • Engage Partner sales organization and client teams to define a GTM strategy, create and drive new revenue opportunities for Splunk and Global Consulting firms potentially other  Partners
  • Identify specific customer segments and industry verticals to approach with a joint value proposition for using Splunk with named Partners
  • Manage the pipeline and quarterly execution with/to/through the Partners in Japan. Report pipeline metrics up to APAC and Global Partner Management
  • Own the Executive relationships with the Partners in Japan
  • Own and drive go-to-market activities with Partners
  • Develop and execute enablement plans to meet sales and delivery needs
  • Prepare and give business reviews to senior management teams – both Splunk and Partner
  • Exceed revenue targets and metrics

Requirements: I’ve already done that or have that!

  • 10+ years of business development or strategic account sales experience within enterprise software. Security software sales a plus. Experience with engaging in successful, Strategic partnerships with Global Consulting Firms.
  • 5+ recent years managing GTM relationships with strategic alliance partners
  • 5+ years’ experience with direct sales (hunter/carrier and exceeded quota) to large enterprises
  • A strong, verifiable track record of managing complex, revenue generating relationships
  • Referenceable relationships with relevant strategic alliances
  • Technical understanding of various IT architectures, data center operations and cloud services
  • Experience defining, implementing and managing go-to-market activities
  • Strong verbal and written communication skills(Both Japanese & English) and the ability to articulate complex concepts to cross-functional teams
  • Track record of closing large multi-million-dollar software transactions into MSPs a plus.

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

 


Splunk's Hiring Practices
Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.

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. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Equal Employment Opportunity Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.

Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.

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 committed to the health and safety of our employees and customers. Splunk is impacted by the mandates outlined for U.S. Government contractors in President Biden’s Path out of the Pandemic: COVID-19 Action Plan. As a result, Splunk requires U.S. employees, whether assigned to an office or 100% remote, to provide proof of full vaccination, as defined by the CDC. Splunk provides reasonable accommodations for employees who have qualifying medical or religious reasons.

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 accessiblecareers@splunk.com. 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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