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EMEA GSI Partner Development Manager - Advisory & Consulting Partners - 29885, London
Client: Splunk Inc
Location: London, United Kingdom
Job Category: Consulting
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EU work permit required: Yes
Job Reference:
e0581112f83c
Job Views:
16
Posted:
11.03.2025
Expiry Date:
25.04.2025
Job Description:
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 meaningfully to each other’s success. Splunk is going through an extraordinary period of growth and we are currently looking to grow and expand our business with our Global Strategic Alliances across EMEA.
We are currently seeking a highly driven, entrepreneur and ambitious sales and partner alliances leader to take on the challenge of being a Regional GSI Partner Development Manager for our Top Strategic Consulting & Advisory Partners. You will lead and drive the joint business with the Advisory Firms, helping them to develop their capabilities, practices, and offerings based on Splunk Platform and Solutions, and working together to help our mutual customers realize the combined value to accelerate their Digital Journey.
You will be responsible for leading and developing Splunk’s EMEA Go-To-Market (GTM) strategy, planning, and activating business in targeted countries and industries, managing and establishing executive relationships and cadence (e.g. QBRs) at the regional level. You will work closely with the Global GSI Partner Development Manager(s), Country GSI Partner Development Manager(s), Partner Technical Manager(s), and Splunk across the Regional and Field Sales organization to ensure that both the needs of Splunk and those of the partner are being optimized. Additionally, ensure that joint sales plans are defined at both area and country levels to drive mutual benefits and success.
As the ideal candidate, you will have the skills to grow alliance-driven revenues to a position of market leadership. This responsibility will be accomplished by establishing a professional working and trusted relationship (up to executive level) with each partner using your existing contacts and by developing a core understanding of the unique business needs of the partner and how we at Splunk can help meet those objectives.
Responsibilities:
1. Drive solution and GTM creation of Splunk offerings leveraging partners’ intellectual property and its respective Sales and Technical enablement.
2. Lead the alignment of the partners’ and Splunk executives (e.g. QBRs) to build a mutually beneficial relationship and secure the right local and regional sponsorship for the joint business plans.
3. Work closely with EMEA Partner Technical Manager (PTM) and Country GSI PDMs to ensure joint business plans and technical enablement are defined and executed towards agreed mutual growth targets.
4. Drive, lead and grow joint sales pipelines and initiatives across all motions - sell-through & sell with for defined Route-To-Markets (RTMs), GTM plan and Business initiatives.
5. Support and encourage alignment between the partners’ and Splunk’s marketing teams to create and execute joint and synchronized marketing plans in targeted markets.
6. Create, lead and own strategic actions plan around mutually beneficial business cases, leading to overall success and accurate revenue forecasting.
7. Work closely with key individuals, internally and externally, to secure partner participation at Splunk marketing events and regional user conferences.
8. Act as the internal champion for the growth of the Partnerships across Splunk.
9. Travel up to 50%.
Requirements:
1. Strong background in business development or strategic account sales experience within enterprise software.
2. Previous experience in managing enterprise software alliances with Global System Integrators and Advisory Firms, preferably including partnerships with EY, Deloitte, and similar organizations.
3. Understanding of the GSI business model for those partners and can leverage their offerings to grow Splunk business.
4. Experience with direct sales (hunter/carrier and exceeded quota) to large enterprises.
5. Track record of closing large multi-million-dollar Software transactions with GSIs.
6. Proven experience of managing alliance relationships at the executive level.
7. Experience in driving alliance partner relationships in a broad range of business activities.
8. Capability to develop in-depth knowledge of a partner’s business, organizational structure, business processes, and financial structure.
9. Excellent verbal and written communications skills.
10. Demonstrated ability to develop vision and strategic direction.
11. Ability to think strategically and creatively coupled with high analytical and business problem-solving skills.
12. Fluent in English.
13. Bachelor's degree, or equivalent, required.
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