Sales

India

- Hybrid Remote

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We are looking for a dynamic Channel Partner Sales Leader to help us continue to build and expand our Partner program, and to lead and encourage our Partners Sales Manager team. You will have the opportunity to use your leadership, motivational and strategic business skills to make an impact and help change the way businesses and organizations run their businesses.

Responsibilities include, but are not limited to, coordinating sales and services through the indirect sales channel of our Partners, resellers, distributors and representing the Company to the Channel Partners across India. Additionally, Splunk will be operationalizing new Route-to-market with OEM manufacturers, Cloud players, as well as Managed Service Providers. The successful candidate should be proficient in and understand the business modeling and dynamics of the existing partner ecosystem as well as new RTMs, and optimally develop both short-term execution plans and strategic growth plans. The Channel Sales Leader will be involved in aspects of many sales activities, including marketing (field and electronic), internal channel structure, sales, promotions and shows, coordination of training, relating to partners.

Reporting to the Channels Director, Asia, this responsibility will be accomplished by establishing professional working relationships with Splunk’s PDM Team, Splunk Sales teams, the Channel Partners and Splunk Professional Services, Marketing and Support teams and by developing a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise.

Regional Channel Leader, India

Key Responsibilities:

Take accountability for Splunk’s India business plan, strategy and execution ensuring alignment with Splunk APAC’s overall strategy to drive top line revenue growth.
Drive, lead and grow joint sales pipelines across all motions to sell Splunk to all Partner types to meet and exceed revenue targets. Hence, knowledge of resell, distribution, MSP, OEM, cloud selling motions would be ideal.
Effective identification, recruitment, onboarding, motivation of new and appropriate Partners and develop the Splunk business across all priority territories in India.
Develop a joint value proposition for each Partnership and communicate internally and externally. Build business plans with timelines, success metrics and planned activities to achieve business goals.
Work closely with ASEAN and India teams (Sales Engineering, Professional Services, Education teams) to develop all Partner enablement programs according to the business plan across ASEAN.
Introduce and launch Partners to Splunk Sales, Marketing and Services and build, manage, and participate in joint marketing events.
Splunk Managed Partners (SMPs) & Big Bet partners
Partner with relevant functional leaders to define the roadmap and align business priorities.
Drive accountability and success with SMPs through clear metric set-up (e.g. partner sourced pipelines, new logos, renewals, expansion, influenced revenue)
Ability to secure investment from SMPs.
Regular governance and cadence at CxO / Managing Directors / senior management level on both sides to drive continued focus and success.
Develop cadence for and joint accountability with internal team member communications, planning, and sharing of success metrics.
Versatile at driving cross-functional engagements.
Building a successful and motivated team and developing a career progression plan for them.

Requisite Skills:

Significant track record of successful sales leadership, ideally within the software and services market with validated quota overachievement
Experience in optimally working in a matrixed, fast paced, and constantly evolving sales environment.
Minimum 12 years of successful channel-related sales experience in the technology industry, ideally within the IT Software market.
Validated experience in developing long term relationships with Executive Leadership within Tier1 and 2 Channel Partners in India
Strong leadership skills - able to empower and guide a geographically dispersed team to achieve and exceed stretch quota goals while building a cohesive team.
Proven record in Recruiting, Retaining & Developing key talent.
Strong verbal and written English communication skills with the ability to engage with and present to executive level.
Validated business and industry knowledge and experience in building Channel partnerships.
Ability to understand business issues and articulate the Splunk value proposition.
Shown influence skill to the field and sales management.

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.

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