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.
Note: 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) ranges are guidelines and for candidates who receive an offer, the OTE will vary based on factors such as work location as set out below, 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 comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
OTE Range
For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).
France
On Target Earnings: EUR 148,000.00 - 203,500.00 per year
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. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
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.
DIVE DEEPER
Find out what makes Splunk such a great place to work
Splunkers are encouraged and empowered to be Innovative, passionate, disruptive, open and fun.
Our benefits are designed to support your physical, financial, emotional and mental wellbeing.
Intern with people you want to hang out with, even outside the office.
Learn about Splunk’s commitment to creating a culture of belonging.
