Sales

EMEA Strategic Partner Development Director - Accenture

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Role:

The Partner Development Development Director for Alliance Sales (individual contributor) will lead Splunk’s EMEA GTM strategy and engagement execution with Splunk’s largest Global Strategic Alliances Partner - Accenture. The individual will own, build, lead, and launch the plans to scale the growth of Splunk’s business to, through this strategic alliance partner across all theatres in EMEA. The Partner Development Director will be responsible to define the strategy for segmenting the market, developing a joint business plan and executing. The successful applicant will build the day to day interactions with named regional partner development managers and the Splunk account sales teams and specialist sales team. Additionally, the individual will work with our Global Alliances Director for Accenture and EMEA regional teams to build and drive Field co-go to market that will serve to facilitate the execution with these strategic alliances to the joint business plan. She/he will also work with our Partner Marketing team to build and drive Field co-marketing initiatives that will serve to facilitate the execution with these strategic partners and grow Splunk’s presence in the market. All resulting in hyper growth of Splunk and Accenture revenues. This Leader will be a key part of the Splunk team accountable for mentoring an outstanding team of partner managers across Europe, and leading a team of indirect resources to push the growth for Splunk in Europe with Accenture.

Responsibilities: I want to and can do that!

Providing the sales leadership and direction for a cross-organisational team of Splunkers including partner managers, Solutions Specialists and Field sales to meet and exceed annual ACV targets.

  • Engage Partner sales organisation and client teams to define a GTM strategy, build and drive new revenue opportunities
  • Hardworking & able to identify specific customer segments and industry verticals to approach with a joint value proposition for using Splunk with Accenture
  • Develop and promote relationships between Splunk and Accenture by defining high level objectives & specific implementation mile stones and developing and executing business plans to achieve them.
  • Position Splunk as the preferred operational & security intelligence platform with Accenture Leadership Drive offering development processes with Accenture, resulting in growth in the partners’ licensing of Splunk products and services revenues for Accenture.
  • Own and drive go to market activities with Partners
  • Own Executive relationships in EMEA
  • Develop and execute enablement plans to meet sales and delivery needs
  • Prepare and give business reviews to senior management teams – both Splunk and Partner
  • Build pipeline and quarterly execution with/to/through Accenture across EMEA. Report pipeline metrics up to EMEA RTM and EMEA Sales Leadership
  • Exceed revenue targets
  • Ability to work strategically with a strong business sense

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

  • 12+ years of business development or strategic account sales experience within enterprise software. Security software sales are a plus.
  • Experience with Accenture across EMEA required.
  • 5+ recent years managing GTM relationships with strategic alliance partners
  • 5+ years’ experience with direct sales (hunter/carrier and exceeded quota) to large enterprises
  • Able to close large multi-million-dollar Software transactions into MSPs.
  • A strong, verifiable background in building revenue generating relationships
  • Referenceable relationships with Accenture at the MD & Senior MD level Experience defining, implementing and leading go to market activities
  • Technical understanding of Cloud, IT architectures, data centre operations and security solutions
  • Experience working in a global matrix environment would be an advantage
  • Experience working with Cloud Infrastructure Providers (AWS, Azure, & GCP) a plus
  • Strong verbal and written communication skills and the ability to articulate complex concepts to cross-functional teams
  • Ability to travel domestically and internationally
  • Demonstrate sustained partner relations management experience at C-Suite level or operated at a senior management level in the industry role
  • European language skills would be great!

Education: Got it!

  • B.S. / B.A. required, technical majors a plus, i.e. engineering, computer science and business management will be ideal.
  • MBA 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.

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

 
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.

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.

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

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.

To check on your application click here.
 
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