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Role

As a Global Deal Registration Desk Analyst, you will be responsible for overseeing the administrative and tactical activities as it relates to our Partner ecosystem submission and tracking process across routes-to-market (RTM). You will have an opportunity to ideate and design best in class processes that accelerate our lead to opportunity conversion rates, mitigating Field and Channel conflict and having high visibility to the Partner and Sales Organization’s executive members. The Global Deal Registration Desk Manager will be responsible for collaborating with our Business Applications team to continuously drive process enhancements and partnering with Enablement to ensure both the Splunk Partner community and internal Sales organization are trained in the process and understand all policies surrounding our deal registration process. You will provide clear and timely visibility of deal registration performance across RTMs. In this role you will also have the opportunity to develop automated processes to drive process efficiencies and would have the potential to be the team leader for members of the Deal Registration Desk.

This role will support and interact with a variety of Splunk stakeholders in a fast-paced, dynamic (and fun!) business environment.

Responsibilities

  • Design, Implement, Govern and Drive continuous improvement processes across the end to end partner deal registration process.

Design:

  • Understand, map and manage the existing deal registration process.
  • Identify enhancements opportunities to support deal registration at scale.
  • Develop new processes to support all RTMs (GSIs, SIs, MSPs, Resale, Technology Alliance).
  • Gather buy-in and maneuver a cross functional organization to support changes in the process.

Implement

  • Implement and manage registration programs across all Splunk RTMs stakeholders (eg. Sales, Channel, Service Provider and Alliance partners).
  • Lead cross functional collaboration with Splunk’s SFDC team and Partner+ Portal team to deliver system enhancements and regular updates.
  • Ensure all external and internal processes are meticulously documented and available to Partners, Sales Operations, Splunk Sales and Partner teams.
  • Collaborate with our Enablement functions to ensure proper training is conducted with our Sales and Partner organizations.
  • Work closely with Sales, Distribution & Resellers on setup, training and improvement recommendations.
  • Ensure proper communications and clarity in the process.

Govern

  • Be the liaison between all stakeholders to govern an effective deal registration program.
  • Create and generate reports to track deal registration history, trends in profit margins, etc. as required by Sales Management.
  • Ensure total system availability and readiness in Partner Portal and SFDC.
  • Drive global program governance and enforcement, create program guides and monitor policies and deal engagement trends to assist with Channel conflict resolution.
  • Work closely with the Deal Desk team to ensure quality Sales and Partner engagements within the Splunk Rules of Engagement.
  • Monitor the ongoing status of existing deal registrations.
  • Develop and track Key Performance Metrics. (SLAs, Productivity, Quality)
  • Identify opportunities for process improvement and be instrumental in the development, testing and roll-out of improved methods and tools.

Requirements

  • 5+ years of experience in Sales Operations roles with emphasis in supporting Partners. (experience is Customer success, Partner success management is a plus).
  • 1 year or more experience of Sales or Customer Service required.
  • Bachelor’s degree in Engineering, Business Administration or equivalent.
  • Prior supervisory or management experience desired.
  • SFDC experience required, with a good understanding of the Quote to Cash process.
  • Ability to calculate figures and amounts such as discounts, margins, percentages required.
  • Proven experience in Business Operations or Finance gained within a fast-paced high-tech organization.
  • Detail-oriented, highly multi-tasked. Customer-focused.
  • Comfortable working with senior executives and individual contributors across business, IT and Sales Operations functions.
  • Exceptional analytical skills & confident working broad cross-functional teams.
  • Structured, solid organizational skills including attention to detail, multi-tasking skills & bias for action
  • Strong written and verbal communication skills are 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.

 
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.

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. 
 
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.

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