Director, Partner Strategy & Operations

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Splunk is seeking an analytical and strategic partner operations leader to join the Global Go-To-Market Strategy & Operations Team. You will be able to combine excellent business acumen with operational rigor to become a key business partner and trusted advisor to our Global Partner organization. The Partner Strategy & Ops Director role is vital in supporting the partner program, partner management and partner sales’ strategic and operational objectives. Splunk is transforming its partner practice and this individual will be a catalyst in shaping the company’s partner strategy, resource investments and operating cadence.

Key responsibilities will include providing business critical insights, determining the right success metrics for all partner routes-to-market, and developing highly repeatable and scalable programs and processes with our Products, Market Group, Marketing, Sales, Customer Success and Partner teams. S/he plays a key role in increasing the business productivity of Splunk’s GTM Partner team. You will help the Partner organization stay focused on aligning priorities with day-to-day operations and help evolve early stage ideas into future-growth initiatives.

The ideal candidate will not only possess a broad understanding of sales, channel & alliances and business operations within the Enterprise Software industry but will also be able to communicate effectively with leadership and senior executives across multiple departments. You are data driven, system savvy, intellectually curious, a fast learner, detail oriented and able to move quickly while keeping focused on high impact projects with limited direction and supervision. To sum it up, you are a self-starter who can “crunch the numbers” one minute and critically think through strategic issues and communicate to senior partners the next.


Planning – Work with global Partner leadership teams as well as cross functional leaders (Sales, HR, Finance, Product, Marketing, Customer Success etc.) to design and execute the overall channel Go-to-Market motion, determine resources required to execute the plan, align on strategies and execution plan with our sales teams, promote effective channel adoption, and socialize the plan with the broader GTM team.

Reporting & Analytics – Assist in the definition and creation of the partner org’s scorecard that will be used to measure the effectiveness of key channel initiatives and programs. Ensure key dashboards and reports are accurate, relevant, and timely. Collaborate with senior management to refine KPIs and interpret results into business insights and actionable recommendations. Identify trends to improve business results including lead conversion, pipeline reporting, and deal execution.

Execution – Lead day-to-day operational tasks, including but not limited to headcount and resourcing allocation, hygiene, and data management. Improve processes and increase efficiencies for organization and channel operations groups.

Project Management – Ensure surgical execution of the channel strategies across the various functions. Ensure all parties are well-aligned and socialized of various initiatives launched by the Global Partner team.


  • 10+ years of experience in Management Consulting, Investment Banking, Business Strategy or Partner/Sales/Go-To-Market Operations role desired.
  • Experience working for fast-growing enterprise software companies is a big plus.
  • Works effectively in complex and matrixed organizations. Able to see the big-picture while also being hands-on and in the details.
  • Always focused on doing what’s right for the business. High energy and contagious enthusiasm. Willing to take on the tough projects and challenges to support growth of the business.
  • Ability to be highly productive with minimal oversight from senior management.
  • Sets goals and drives to fulfillment. Takes responsibility and accountability for actions and outcomes.
  • Possesses business acumen, strong analytical, troubleshooting, problem-solving, and project management skills.
  • Strong listening skills and an ability to speak in front of senior audiences as well as write clearly, concisely, and compellingly.
  • Demonstrated ability to solve problems and provide practical business insights from complex data sets.
  • Gathers and uses data strategically to inspire change and persuade others.
  • Ability to run multiple concurrent projects and drive initiatives in a cross-functional environment.
  • Willing to travel as needed (~25%)
  • Location: San Francisco or San Jose


  • Bachelor’s Degree in an analytical field (e.g. Computer Science, Business, Engineering, Mathematics, or Statistics).
  • MBA or Graduate degree preferred but not required.

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.

For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

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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.

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