Global Director of Strategic Alliances and Partnerships
| Company | Splunk |
|---|---|
| Location | Texas, USA, Florida, USA, Georgia, USA, Virginia, USA, Colorado, USA, Massachusetts, USA, North Carolina, USA |
| Salary | $268000 – $398750 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior, Expert or higher |
Requirements
- 10+ years direct and channel selling experience to large enterprises (relevant software in the IT systems or enterprise)
- Experience building Global ISV and ecosystem strategy and execution.
- Experience crafting and building strategic ISV Partnerships that can generate sales revenue and synergies via the global partner ecosystem
- Experience building strategy + supporting organizations to sell enterprise software solutions to ISVs, Cloud Providers, and hardware manufacturers
- Minimum of 10 years running a Global ISV or similar team.
- Experience managing sophisticated integration with ISV Partners
- Ability to grow and scale upward with the company; second line management experience a plus
- Very comfortable in the “C” suite with a track record of negotiating six and seven figure ISV software licensing transactions
- Strong executive presence and polish with the ability to negotiate at the executive level!
Responsibilities
- Build and execute the global strategic partner and ISV strategy with co-sell acceleration teams, Sales and partner theater leads
- Vision and execution with driving impact to Splunk’s GTM strategy, incorporating use case and value selling into each Strategic partner strategy.
- Will be expected to Heat map and Assess current ISV partner coverage. Will use this to determine if we have the right ISVs; where we don’t identify gaps, build recruitment targets, conduct RFPs. Provide coverage mapping, identify gaps, establish recruitment targets and process.
- Team with the Partner Programs org to provide strategic inputs on the partner program as it relates to driving the business with ISVs.
- Lead a team of Global Partner Development Managers that manage Splunk’s largest global strategic partners and ISV’s
- Lead Splunk OEM sales strategy and execution!
- Understand competitive ISV risks, incentives and strategy.
- Build compelling monetization strategies and tri-party sales motions with cloud providers and Cisco technology partners.
- Effectively use data to recognize trends and anticipate challenges in the ISV partner ecosystem.
- Represent the business to the senior leadership teams across channel, sales and offering management from the product segment perspective.
- Provide strategy, analysis, support, ideas and mentorship to regional geography channel leadership teams.
- Provide insight and requirements to business partner enablement team to coordinate on priorities, plans and execution.
- Identify key metrics and monitors ongoing program performance
- Provides periodic updates on program performance to executive staff, including analysis of performance and recommendations of changes as vital.
- Assesses partner sales, technical proficiency and readiness to deliver against Splunk ISV strategy on an ongoing basis.
- Collaborates with product marketing and regional stakeholders to design, develop and implement go to market initiatives.
Preferred Qualifications
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No preferred qualifications provided.