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.
We are searching for an experienced Partner Development Manager (m/f/d) for Germany. The ideal candidate will have proven success building and running a complex enterprise business with and through partners and will be highly skilled at translating strategic objectives into a clearly defined, executable business plan. This is a highly visible role, and candidates should have proven I.T. Channel credibility and recognition. The ideal candidate will have relationships at all levels and will already have been successful building a business within major partners in Germany.
Responsibilities include expanding relationships with existing partners. You will establish and execute sales plans and go-to-market strategies to grow revenue in accordance with quota targets. You work closely with our sales organization in a fast-paced environment facilitating cooperative pipeline generation and account development. The position might require a lot of travel as you will provide training and support partners making joint sales calls and closing deals.
This position is a field-based role to manage the efficacy of the partnerships of our regional partners, which allows us to effectively address all use cases, industries, and territories, delivering revenue growth above the growth rate of the country, and across multiple parts of the portfolio. The ideal candidate will be able to build a long-term strategic engagement with partners, become a trusted advisor and be able to affect investment decisions. They will also have a track record of getting results through managing virtual teams and successfully orchestrating resources both internally and externally.

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

• A proven track record in channel and direct selling experience selling IT infrastructure solutions to medium and large Enterprise.
• Track record of success and knowledge with Enterprise VARs in the defined territory
• Strong executive presence and polish
• Management, interpersonal, written and presentation skills
• Thrives in a fast-paced, high growth, rapidly changing environment
• Able to work independently and remotely from other members of your team and corporate
• Relevant software industry experience in IT systems, enterprise or infrastructure management
• Experience in managing diverse and cross-functional teams is a plusNative German and fluent in English (both written & spoken)

SOLID, PROVEN, RELEVANT EXPERIENCE: GOT IT!

• Channel Sales and Strategic Partnership development
• Creation and execution of partner plans and programs
• Solid problem-solving skills
• Executive presence and credibility
• Proven track record of consistently meeting or exceeding assigned goals and targets
• High level of interpersonal, communication and presentation skills
• Energy and passion
• Stable and consistent work history
  Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis

• Work with strategic reseller partners and managed services partners and the German sales team (Regional Sales Director, Regional Sales Managers, Technical Consultants and Inside Reps) promoting cooperative selling to enterprise customers
• Create strategic relationships with senior decision makers within our key partners and ensure they are mapped to Splunk management
• Meeting and exceeding set sales quotas while adhering to Splunk’s sales rules of engagement
• Manage and be the main point of contact for partners
• Proactively work to maximize partner driven sales potential through best practices, training, and support
• Communicate masterfully with partners on products and service offerings for the enterprise growth market
• Create systems and procedures to streamline partner management
• Work with marketing to build and drive programs and events to extend the relationships to new prospects
• Continually learning about new products and improving selling skills
• Provide weekly reporting of pipeline and forecast using the salesforce automation tool
• Keep abreast of competition, competitive issues, and products.
• Attend and participate in sales meetings, product seminars and trade shows
• Prepare written presentations and reports
• Conduct contract negotiations
• Develop Management Objective Plans with all partners and align goals and objectives consistent with corporate strategy. Align sales, marketing, and services activities against these goals.
• Map Splunk partner organization to Splunk corporate organization, ensuring free cooperation and communication