Partner Development Manager Distribution (Sao Paulo)

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Are you passionate about partners and helping a company and national partner grow their revenue? Do you love helping Sale Reps see the value of a partner and return on investment? If you answered yes to these questions, we have a role for you at Splunk.

You will have primary responsibility to meet and exceed, quarterly and annual revenue quota assignments for specified distributor(s). You will be responsible for growing Splunk's business in the distribution channel with Latin America partners. This includes the understanding of distributor business goals and requirements, and being involved in the presentation of Splunk product, solution, and technology propositions to distribution salespeople.


  • Meet and exceed revenue and bookings quotas in the assigned Distribution channel.
  • Continue to build relationships and lead the interface between Splunk and Distributor and channel conflict.
  • Identify and Recruit new resellers for Distribution to on-board and balance the on-boarding process
  • Help assign priority to Distribution’s Splunk team and mitigate any conflict
  • Interact with Splunk Direct Sales
  • Team with Distribution team manager to direct distribution sales motions
  • Directly lead / sell into Distributors.
  • Work with Distributor to build and run demand generation and marketing efforts for partners
  • Tracking Distributor’s Pipeline and Forecast
  • Define Distribution KPI and goals.
  • Drive channel marketing activities with complementary technology partners
  • Work with Disti to ensure partners are driving towards certification requirements
  • Ensure Distributors meet and exceed goals by understanding Distributor business strategies and communications to pertinent departments in Splunk
  • Understanding and presenting Splunk value proposition (corporate, positioning, products, technologies, capabilities) to Distributors and VARs.
  • Leading Distributor product focus and quarterly and ad-hoc promotional activities at Distributor.
  • Enable through training, Distributor salespeople.
  • Monitoring and reporting competitive activities and sales and distributor POS sales
  • Analyzing and adjusting sales activities, and product mix as needed based on POS sales.
  • Running co-marketing opportunities with channel partners and third party allies.
  • Satisfy internal reporting requirements by submitting reports and records in accordance with company policies and practices
  • Participate in trade shows and make presentations, as required.
  • Travel to disti locations for enablement and training


  • 10 plus year of Distribution Partner Account Manager in a fast-growing software company
  • 10 plus years of Distributor and VARs experience with a technology company that is similar to Splunk’s industry in Latin America.
  • Experience with Westcon a big plus
  • Success getting LatAm Distributors/VARs up and running and have sold software independently.
  • Recent and previous success exceeding revenue and bookings quotas in a distribution channel
  • Experience identifying new resellers and prioritizing Distribution’s for a company’s team
  • Success and references to prove the success from working with direct sales teams and sales leaders
  • Experience strategizing and managing Distributors and exceeded goals
  • Experience with analyzing and reporting activities related to sales and revenue activities
  • Proficient in English, Spanish and Portuguese (able to do business in required)
  • Must reside in Sao Paulo Brazil (this is note a remote position for outside of Sao Paulo) 
  • BS preferred and an 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. Sales team member to help ensure its success.

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 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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