EMEA GSI Partner Development Manager - Advisory & Consulting Partners
Location: UK (we would also consider candidates in Germany or The Netherlands)
Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most meaningfully to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!
Splunk is going through an extraordinary period of growth and we are currently looking to grow and expand our business with our Global Strategic Alliances across EMEA. We are currently seeking a highly driven, entrepreneur and ambitious sales and partner alliances leader to take on the challenge of being a Regional GSI Partner Development Manager for our Top Strategic Consulting & Advisory Partners to to lead and drive the joint business with the Advisory Firms, by helping them to develop their capabilities, practices and offerings based on Splunk Platform and Solutions, and working together to help our mutual customers to realize the combined value to accelerate their Digital Journey
You will be responsible for leading and developing Splunk’s EMEA Go-To-Market (GTM) strategy, planning, and activating business in targeted countries and industries, managing and establishing the executive relationships and cadence (e.g. QBRs) at the regional level. You will work closely with the Global GSI Partner Development Manager(s), Country GSI Partner Development Manager(s), Partner Technical Manager(s), and Splunk across the Regional and Field Sales organization to ensure that both the needs of Splunk and those of the partner are being optimized. Additionally, ensure that joint sales plans are defined at both area and country levels to drive mutual benefits and success.
As the ideal candidate, you will have 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 and trusted relationship (up to 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.
Responsibilities: I want to and can do that!
You will drive solution and GTM 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 secure the right local and regional sponsorship for the joint business plans between the two organizations, leading to harmonized and lucrative relationships.
You work closely with EMEA Partner Technical Manager (PTM) and Country GSI PDMs to ensure joint business plans and technical enablement are defined and executed towards agreed mutual growth targets.
Drive, lead and grow joint sales pipelines and initiatives across all motions - sell-through & sell with for defined Route-To-Markets (RTMs), GTM plan and Business initiatives. It will be important for you to fully understand the GSI ecosystem and its solutions portfolio, work closely with the Partner Solutions Team to develop and land new GTMs.
Support and encourage alignment between the partners’ and Splunk’s marketing teams to create and execute joint and synchronized marketing plans in targeted markets, 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%.
Requirements: I have already done that or have that!
As the successful candidate you will have a strong background in business development or strategic account sales experience within enterprise software.
Previous experience in managing enterprise software alliances with Global System Integrators and Advisory Firms, preferably including partnerships with EY, Deloitte, and similar organizations.
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 which we feel would be 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
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.
For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).
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 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 comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
