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Sales

Partner Alliance Manager - PBST/SLED

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.
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.
 
Due to our expansive growth, we are seeking an experienced sales professional to join our team as a Partner Alliance Manager – Public Sector. The focus of the role is drive System Integrator partners adoption/incorporation of Splunk technologies & services into their SLED Program initiatives. (Sell Thru/with). You will have a track record of building and maintaining relationships with System Integrators and driving adoption of enterprise IT software solutions in new and existing programs, as well as enterprise architectures for repeatable GTM.

Partner Alliance Manager - PBST/SLED

Responsibilities
  • Build and maintain relationships with System Integrators in public Sector – Understand the business model and sales cycle; establish relationships with the business development, technical, and program teams within your assigned partners.
  • Elevate Splunk’s strategic status with your partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow partners to discriminate in the FED and SLED markets and influence end-user requirements.
  • Assist with PBST program sales strategies – engage and coordinate with Splunk sales, BD & capture management teams to identify relevant SI’s, develop program specific value propositions and bid strategies.
  • Drive adoption of Splunk technology & services during the program capture phase.
  • Drive adoption of Splunk technology & services in existing and new programs – Understand the key existing programs and large contracts held by our partners. Negotiate positions on SI teams and work with partners to identify opportunities to expand use cases and scope.
  • Manage pipeline reporting for your SI partner opportunities and revenue influenced by your assigned SI Partners.

Requirements

  • 8+ years direct, channel, or integrator experience within SLED
  • Understands major initiatives and programs that could drive significant revenue for Splunk, has contacts at key at System Integrators, Resellers and IT ecosystem partners
  • 5+ years of experience & demonstrated success working with major public sector integrators in a sales & business development capacity on program capture and delivering revenue on IT infrastructure programs
  • Demonstrated success in winning Multi-million dollar large SLED programs
  • Strong business insight and negotiation abilities
  • Executive presence, with excellent verbal and written communications skills
  • Standout colleague, successful working across organizations and structuring new approaches to pursue and close opportunities
  • Ambitious –strong work ethic, creative, inventive, “get it done” attitude
  • A consistent overachievement of sales goals
  • Ability to travel  up to 30%
  • Education
    1. Minimum of a Bachelor's degree or equivalent job experience
    2. Must currently be authorized to work in the United States on a full-time basis
     
    Splunk is an Equal Opportunity Employer
    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.

     

     

    Note:

    OTE Pay Ranges

    For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).

    SF Bay Area, Seattle Metro, and New York City Metro Area

    On Target Earnings: $196,000.00 - 269,500.00 per year

    California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

    On Target Earnings: $196,000.00 - 269,500.00 per year

    Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

    Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our next-level benefits at https://splunkbenefits.com.

    Splunk's Hiring Practices

    Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.

    We value diversity, equity, and inclusion at Splunk and are committed to equal employment opportunity. 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. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.

    Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.

    Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.

    Splunk is committed to the health and safety of our employees and customers. Splunk is impacted by the mandates outlined for U.S. Government contractors in President Biden’s Path out of the Pandemic: COVID-19 Action Plan. As a result, Splunk requires U.S. employees, whether assigned to an office or 100% remote, to provide proof of full vaccination, as defined by the CDC. Splunk provides reasonable accommodations for employees who have qualifying medical or religious reasons.

    Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.

    Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.

    To check on your application click here.

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