Splunk Global Channel and Alliances Head, Commercial Segment - Remote in Atlanta, Georgia
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!
Are you passionate about the channel ecosystem within a software organization and have had success with the digital transformation and helping partners transition to the cloud and expand their offerings? If this sounds like you, then we have your dream job here at Splunk. In this role you will be responsible for driving the global partner cloud strategy, planning, and execution within our Commercial selling segment. In collaboration with the Partner Global Route to Market Leaders, you will define mutual goals, objectives and build awareness and support of overall strategic benefits of the Channel org in the Commercial Segment. You will evangelize Splunk’s products in conjunction with recruiting key partnerships and provide financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships. This role is tied to the results of the Global Commercial Sales Organization.
Evolve our cloud sales motion and increase cloud adoption within our partner CMCL ecosystem
Will be expected to heat map and assess current partner coverage and applicability aligned to our Cloud GTM
Data driven approach to determine if we have the right Distribution partners & resellers; where we don’t identify gaps, create recruitment targets, conduct RFPs. Provide coverage mapping, identify gaps, establish recruitment targets
Team with our Partner Programs org to provide strategic inputs on the partner program as it relates to driving the business.
Help provide a centralized view of Cloud Channel dynamics to help provide input into how we are building our program and a POV on what we are incentivizing
Collaborate with our Partner theater leaders to understand local dynamics/include their inputs, plus execute the global channel strategy with/through the theaters.
Lead initiatives within the global partner strategy that are executed via distribution/reseller. E.g.one example might be to Consolidate a view on New Logo and how a segment level plan is executed via all the theaters.
Effectively use data to recognize trends and anticipate challenges in the 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 guidance to regional geography channel leadership teams.
Provide insight and requirements to the business partner enablement team to coordinate on priorities, plans and execution.
Identify metrics and monitor ongoing program performance, making adjustments as necessary.
Provides periodic updates on program performance to executive staff, including analysis of performance and recommendations of changes as necessary.
Assesses partner sales, technical proficiency and readiness to execute against Splunk channel strategy on an ongoing basis.
Collaborates with product marketing and region partners to design, develop and implement cloud go to market initiatives. Accurately sizes and requests budget as necessary to support such initiatives. Monitors progress and reports out quarterly in terms of execution status and return on investment.
Makes recommendations annually as to structure and value of partner proposition available to partners by working with Splunk
Be a good corporate citizen – two-way flow of meaningful and timely information; work as a team for the most efficient use and deployment of resources
Minimum of 12 plus years direct and channel selling experience from a large SaaS /Cloud company (working for a direct software vendor selling SaaS to enterprise organizations and SaaS/Cloud a must)
Global Channel management expertise within an enterprise software company
Success helping global VARs/Channel partners transition to the cloud /SaaS model/cloud journey
Ability to grow and scale upward with the company (2 billion and beyond); second line management experience a plus
Very comfortable in the “C” suite and success negotiating six and seven figure software licensing transactions
Strong executive presence and polish with the ability to negotiate at the executive level
Ability to build business cases and meaningful relationships with the right partners and internal customers
Strong champion building experience
Ability to mentor and develop peers and superiors alike
Exceptional management, interpersonal, written and presentation skills
Thrives in a fast-paced, high growth, rapidly changing environment
Able to work independently and remotely from other members of your team and corporate
Relevant software industry experience in IT systems, enterprise or infrastructure management
Bachelor's degree preferred; MBA a plus
We are not able to offer sponsorship for this specific role
Location: Remote in U.S. Preferred SF Bay Area but will consider other U.S. locations (global role but must already be located in the U.S.)
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.
Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. Machine data is one of the fastest growing and most complex areas of big data—generated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.
Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data. IT insights. Security insights. Business insights. It’s what we call Operational Intelligence.
Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world. These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs. Innovation is in our DNA – from technology to the way we do business. Splunk is the platform for Operational Intelligence!
Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.
We’ve built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software. We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.
Benefits & Perks: Wow! This is really cool!
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer, “Fun Fridays”.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave. Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy. You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer and “Fun Fridays”.
This isn’t a job – it’s a life changer – are you ready?
Individuals seeking employment at Splunk are considered without regards 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 (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. 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.
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.
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