Splunk

AWS Regional Partner Development Manager

Splunk

May 1, 2021


Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!
Role
The Partner Development Manager for Amazon Web Services (AWS) will lead Splunk’s GTM strategy, engagement, and sales execution plan with Splunk’s largest global cloud alliance partner covering America’s strategic and field West/Central regions and key commercial accounts. This is a regional role.
This hard-working professional will build, drive, and own the business action plan to scale the growth of Splunk’s business through the AWS alliance across the AMER West/Central territory. In this role you will work as part of the Americas Cloud Service Provider (CSP) Route-To-Market (RTM) team to expand the value of our AWS alliance through new business finding, expansion into new use cases and buying centers, and reach into new customers to increase incremental revenue. You will interlock across the Splunk field sales teams to drive co-selling motions with AWS and accelerate execution in the field through AWS programs. The PDM’s territory plan will be in alignment with our team vision, mission, and goals, our global AWS all-up strategy, our sales initiatives, and AWS's priorities for the Splunk partnership.
You will focus on the day-to-day interactions with Splunk partner development managers at AWS, and the Splunk Sales leaders and account sales teams in region. Additionally, you will partner with our Global Alliances Director and key partners aligned to the AWS alliance (Global Alliance Director, Marketing, Operations, Technology Solutions) to drive sales enablement, demand generation and marketing activities and joint solutions.
Responsibilities
  • Develop the GTM strategy for growing the Splunk and AWS alliance in the West and Central regions and own the tactical execution of the GTM plan
  • Drive AWS to build and progress qualified pipeline in AWS sourced iACV opportunities that will lead to incremental bookings for Splunk
  • Orchestrate marketing events and activities to drive pipeline growth
  • Run GTM sales plays and repeatable solutions/use cases across Splunk’s buying centers, industries, and vertical markets
  • Map field sales teams to their AWS peers and engage in account mapping and strategic territory planning
  • Own executive mapping and alignment and establish sales leader cadences and QBRs in your territory
  • Actively participate in AVP/RSD-level pipeline/forecast and extended team calls
  • Accelerate deals and Splunk field sales alignment/execution through AWS programs
  • Support AWS Marketplace as a transaction vehicle for customers to buy Splunk
  • Work across RTM to engage new partners that will help us scale (SI/MSP/VAR)
  • Enable AWS on the value of Splunk to gain increased attention and focus
  • Increase awareness within Splunk on the AWS alliance and partnership
  • Establish engagement and communication plan - both Splunk and AWS
  • Prepare and give business reviews to senior management teams
  • Meet and exceed incremental revenue and business planning targets
  • Ability to work strategically with a strong business sense
Requirements
  • 10+ years of partner or strategic account sales experience within enterprise software (Cloud Computing is a plus!)
  • Experience with AWS required
  • 5+ recent years managing GTM relationships with strategic alliance partners (experience defining, implementing, and leading go-to-market activities required)
  • 5+ years’ experience with direct sales (hunter/carried and exceeded quota) to large enterprises
  • Able to close large multi-million dollar software transactions with CSPs and via digital marketplaces
  • A strong, verifiable background in building revenue generating relationships
  • Referenceable relationships with CSP partners like Google Cloud and Microsoft Azure
  • Technical understanding of Cloud, IT architectures, data center operations, and security solutions
  • Strong verbal and interpersonal skills with the ability to articulate sophisticated concepts to cross-functional teams
  • Self-motivated, positive, hard-working professional with the ability to thrive in a fast-paced, high-growth, dynamic culture
  • Ability to travel domestically as required
  • BS/BA degree or equivalent experience

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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.