Sales
Principal Partner Account Manager - Public Sector/SLED
Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". 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.
The U.S. State and Local Sr Partner Account Manager will establish and execute the core competencies of Splunk’s partner program in alignment with Splunk’s SLED initiatives.
The size of the SLED market both in terms of geography and opportunity statement requires a Sr. Partner Account Manager to establish partner relationships where needed, facilitate cooperative account and opportunity development leveraging our Partner ecosystem with the goal of generating partner found pipeline, and ultimately growing partner impacted business meeting or exceeding stated goals.
The position will require travel throughout our SLED East region.
Location: East Coast
Role and Responsibility:
Work closely with the SLED AVP’s in a fast-paced environment to align their priorities with the overall Partner GTM priorities and growth targets.
Mentor the other members of the SLED partner team to identify opportunities for development and strategies for accelerating territory pipeline generation activities and territory revenue growth.
Work within a territory SLED team (Regional Directors, Account Managers, SE’s, Business Development, Advisory team) to maximize partner leverage across SLED East region
Meeting and exceeding set sales quotas while adhering to Splunk’s sales and partner rules of engagement.
Develop and execute VAR business plans for assigned partners to understand their mission and goals vis a vis Splunk and execute quarterly business reviews to ensure we are meeting the partner’s revenue and business goals.
Develop and execute marketing and pipeline plans across the SLED territory to maximize Partner oriented sales pipeline ultimately meeting and exceeding Partner Impacted Sales goals.
Keep up to date on major SLED programs and map Splunk to solution requirements utilizing partner ecosystem
Communicate masterfully with Partners on products and service offerings.
Continually learning about new products and improving selling skills.
Provide weekly reporting of VAR pipeline and forecast using the SalesForce automation tool.
Keep abreast of competition, competitive issues and products.
Attend and participate in sales meetings, business reviews, workshops.
Prepare and present company initiatives, product overview, partner program framework, and programmatic SLED campaigns
Requirements:
- 7+ years channel and/or direct selling experience selling IT infrastructure solutions and services to the SLED marketplace.
- 3+ years supporting US State and Local
- Relevant software industry experience in Software IT systems, enterprise or infrastructure management; preferably SaaS expertise.
- Track record of success and knowledge with VARs in the Public Sector.
- Deep understanding of SLED contract vehicle landscape
- Very comfortable in the “C” suite with a track record of enabling VARs to close six and seven figure deals
- Strong executive presence and polish along with outstanding interpersonal, written and presentation skills
- Thrives in a fast-paced, high growth, constantly evolving environment
- Able to work independently and remotely with the team and corporate
- Willing to travel 30% of the time
Education and experience requirements:
- Minimum of a bachelor’s degree or equivalent job experience
- US Citizenship 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:
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: $238,400.00 - 327,800.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $228,000.00 - 313,500.00 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 comprehensive benefits and wellbeing offering 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 an equal employment opportunity employer. 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 Equal Employment Opportunity 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. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
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.
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. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
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.
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