Splunk is seeking an Operations leader for its Global Partner GTM Strategy and Operations Team. This role is critical to help shape the end to end Partner operational processes across the ecosystem. The Sr. Mgr, Global Partner Operations will be able to combine excellent business acumen with operational rigor to become a key business partner and trusted advisor to our Global Partner & Field Sales Organizations. The ideal candidate will possess a broad understanding of the channel and be able to work cross-functionally across OM, of AP, AR, Deal Desk, Legal, Compliance and other internal stakeholders to ensure business continuity according to established policies and business guidelines.
Primary responsibilities include internal system management, process design for the different routes to market, partnership with legal and internal functions in the creation policies that allows business repeatability and scalability as well as enabling effective functioning of the Splunk Partner+ Program.
Responsibilities: I want to and can do that!
Deal Registration. Oversee the design, implementation, and ongoing management of our Global deal registration process.
Quoting. Responsible for quoting design across partner types and RTMs. Partner training and CPQ adoption across our distribution community
Field Sales Support. Evaluate, assess and solve for field sales non standard requests. Partner with legal, internal audit and compliance on policy design for business repeatability.
Rules of Engagement. Create, maintain and enable different operational supporting functions (deal desk, best practices, quote to order) in our ROE model. Serve as an escalation point for field sales.
SFDC Management. Ensure SFDC proper design and set up to support all partner business motions across GSIs, MSPs, CSPs, OEMs. and optimized for cloud business.
Work closely with IT and Business Applications to fix, design and implement new process in SFDC, SAP, and other related systems
Operational liaison. Main focal point for working with Partner Experience in the data ingestion from different external systems, working closely with AP, AR and OM in ensuring a healthy partner business end to end.
Establish and maintain governance of partner specific materials including approval and regular updating to ensure materials stay fresh and relevant. I.e. policies, handbooks/guides, content for for Partners, and support and service certification and badging
Enabling effective functioning of the Splunk Partner+ Program. Be the operational liaison between Operations and partner programs in the design, implementation and execution of MDF management, NFRs, partner onboarding, partner program compliance, pricing updates, contract administration, referral management…
Team Leadership. Lead and manage the Partner Sales Operations team, within the Global Partner Programs and Operations group.
Requirements: I’ve already done that or have that!
12+ years of experience in a senior sales operations role. Prior experience with a fast growth enterprise software company is highly preferred.
Willing to travel as needed (20% - 30%).
Experience leading high performance teams to consistently deliver.
Possesses business acumen, strong analytical, troubleshooting, problem-solving, and project management skills.
Gathers and uses data strategically to create improvements and persuade others.
Works effectively in an unstructured environment requiring new perspectives and creative approaches. Able to see the big-picture while also being hands-on and in the details.
Always focused on doing what’s right for the business. High energy and contagious enthusiasm. Willing to take on the tough projects and challenges to support growth of the business. .
Ability to be highly productive with minimal oversight from senior management.
Sets goals and drives to fulfillment. Takes responsibility for actions and for outcomes.
Able to speak in front of senior audiences as well as write clearly, concisely, and compellingly.
Demonstrated ability to solve problems and provide practical business insights from complex data sets.
Strong interpersonal skills with demonstrated ability to present technical content to general audiences.
Ability to manage multiple concurrent projects and drive initiatives in a cross-functional environment.
Education: Got it!
Bachelor’s Degree in an analytical field (e.g. Computer Science, Business, Engineering, Mathematics, or Statistics).
MBA/ graduate degree preferred but not required