GSI Partner Development Manager - Central Europe

at  Splunk

Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it’s our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back.
Splunk is going through an extraordinary period of growth and we are currently looking to expand out the Central EMEA partner organization. We are currently seeking a highly driven, and ambitious sales and alliances individual to take on the challenge of being a GSI Partner Development Manager for our top strategic GSIs to accelerate and incubate across Splunk Central Europe (Germany, Switzerland, Austria).
You will be responsible for leading Splunk’s Go-To-Market (GTM) strategy, developing Joint Business Plan and execution with them. You will work closely with the EMEA GSI Partner Development Manager(s), Partner Technical Manager(s) and Splunk Field Sales organization to ensure that both the needs of Splunk and those of the partner are being optimized to the best.
As the ideal candidate, you have the experience and the skills to grow alliance-driven revenues to a position of market leadership. This responsibility you’ll be driving will be accomplished by establishing a professional working relationship (including 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. Interested in finding out more? Please continue reading.

REQUIREMENTS: I’VE ALREADY DONE THAT OR HAVE THAT!

As the successful candidate you will have a strong background in sales business development or strategic account sales experience within enterprise software.
Previous experience of handling enterprise software alliances with the Outsourcers and Systems Integrators like Accenture, EY, Deloitte, HCL or others and an established network of contacts
Understand the GSI business model for those partners and can leverage their offerings to grow Splunk business.
Having experience with direct sales (hunter/carrier and exceeded quota) to large enterprises is something highly beneficial. Combined with a strong, verifiable track record of managing complex, revenue generating relationships.
Having a track record of closing large multi-million-dollar Software transactions with GSIs will be important and highly valuable.
Proven experience of managing alliance relationships at the executive level.
Experience in driving alliance partner relationships in a broad range of business activities - crafting joint solution offerings, marketing, training & certification and sales engagement.
Capability to develop in-depth knowledge of a partner’s business, organizational structure, business processes and financial structure, using this to create an Alliance Business Plan. Having a sound understanding of our partner business.
Excellent verbal and written communications skills, where you will be effective in communicating at all levels.
Standout colleague where you will work with consistent success in cross-functional organizational structures across EMEA and globally.
Demonstrated ability to develop vision and strategic direction.
Ability to think strategically and creatively coupled with high analytical and business problem-solving skills.
Fluent in English and German, both written & spoken is a must. French & Swiss German would be beneficial.
Bachelor’s degree, or equivalent, required
Splunk is an Equal Opportunity Employer: At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. 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.
Note:

You will drive solution creation of Splunk offerings leveraging partners’ intellectual property and its respective Sales and Technical enablement.
You will lead the alignment of the partners’ and Splunk executives (e.g QBRs) to build a mutually beneficial relationship and Joint Business Plan between the two organizations, leading to harmonized and lucrative relationships.
You work closely with the partner technical manager to build and drive GSI Technical Enablement and Delivery Capacity plan, ensure that the partners are trained and certified on Splunk use cases as per Joint Business Plan and growth targets
Drive, lead and grow joint sales pipelines across all motions - sell-through, & sell with. It will be important for you to fully understand the channel sales methodology.
Support and encourage alignment between the partners’ and Splunk’s marketing teams to create and execute joint and synchronized marketing plans, to lead the tactics to ensure seamless execution of the plans.
Create, lead and own strategic actions plan around mutually beneficial business cases, leading to overall success and accurate revenue forecasting.
Working closely with key individuals, internally and externally, to secure partner participation at Splunk marketing events and regional user conferences.
Act as the internal champion for the growth of the Partnerships across Splunk.
Travel up to 50%.