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The Partner Sales Manager will lead Splunk’s GTM strategy and execution in Japan with Splunk’s key Global Alliances partner – Amazon Web Services (AWS). 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 AWS 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 AWS and potentially other Cloud 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 AWS.
- 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.
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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