■業務概要
大手日系システムインテグレーター専任のパートナーデベロップメントマネージャーとして、GTM戦略およびパートナーイネーブルメントの実行をリードしていただきます。戦略的に主要パートナーとのアライアンスビジネスの成長を加速させ、拡大させるための実行プランを自ら構築し、リードし、立ち上げていただきます。パートナーとどのように共同ビジネスを構築するかの計画を策定し、計画を実行する役割を担っていただきます。当社のハイタッチアカウント営業チームとも連携し、パートナー協業活動に関してアラインメントを取った計画と実行を行って頂きます。
■業務詳細
・主要パートナーと関係構築を図り、GTM戦略を定義し、当社製品と各パートナーのための新しい収益機会を創出し、推進する
・パートナーとともに当社製品の使用に関する共同価値提案を行う
・パートナー協業案件に関するパイプラインと四半期ごとの実行を管理
・日本のパートナーマネジメントへのパイプラインメトリクスの報告
・パートナーとのGo-to-Market活動を統括し、推進する
・セールスやデリバリーのニーズを満たすためのイネーブルメントプランの策定と実行
・製品およびパートナー企業の経営幹部に対するビジネスレビューの作成と提供
・収益目標および指標を超過達成
■応募資格
【必須（MUST）】
・7-10年以上のエンタープライズ企業向けソフトウェアにおけるビジネス開発または戦略的パートナーセールスもしくはアカウントセールスの経験をお持ちの方
（セキュリティソフトウェアのセールスであれば尚可）
・アライアンスパートナーとの戦略的パートナーシップを成功させた経験をお持ちの方
・5年以上、アライアンスパートナーとのGTM関係を構築した経験をお持ちの方
・5年以上の大企業向けダイレクトセールス（ハンター／キャリア）の経験をお持ちの方で、ノルマを超過した方
・複雑で、収益を生み出すような関係を管理した実績がある方
・関連する戦略的アライアンスと照会可能な関係を持っている方
・各種ITアーキテクチャ、データセンター運用、クラウドサービスに関する技術的な理解をお持ちの方
・Go-to-Market活動を定義、実行、管理した経験をお持ちの方
・日本語と英語によるコミュニケーション能力を有し、複雑なコンセプトを部門横断的なチームに対して明確に伝えることができる方
・MSPへの数百万ドル規模の大型ソフトウェア取引の成約実績があれば尚可
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We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. Qualified applicants receive consideration for employment without regard 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, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Equal Employment Opportunity Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.
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Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
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.
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.
Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
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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