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Splunk AWS Regional Partner Development Manager (Western Region) in San Francisco, California

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 importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

Role

The Partner Development Manager for Amazon Web Services (AWS) will lead Splunk’s GTM strategy, engagement, and sales execution plan with Splunk’s largest global cloud alliance partner covering America’s strategic and field West/Central regions and key commercial accounts. This is a regional role.

This hard-working professional will build, drive, and own the business action plan to scale the growth of Splunk’s business through the AWS alliance across the AMER West/Central territory. In this role you will work as part of the Americas Cloud Service Provider (CSP) Route-To-Market (RTM) team to expand the value of our AWS alliance through new business finding, expansion into new use cases and buying centers, and reach into new customers to increase incremental revenue. You will interlock across the Splunk field sales teams to drive co-selling motions with AWS and accelerate execution in the field through AWS programs. The PDM’s territory plan will be in alignment with our team vision, mission, and goals, our global AWS all-up strategy, our sales initiatives, and AWS's priorities for the Splunk partnership.

You will focus on the day-to-day interactions with Splunk partner development managers at AWS, and the Splunk Sales leaders and account sales teams in region. Additionally, you will partner with our Global Alliances Director and key partners aligned to the AWS alliance (Global Alliance Director, Marketing, Operations, Technology Solutions) to drive sales enablement, demand generation and marketing activities and joint solutions.

Responsibilities

  • Develop the GTM strategy for growing the Splunk and AWS alliance in the West and Central regions and own the tactical execution of the GTM plan

  • Drive AWS to build and progress qualified pipeline in AWS sourced iACV opportunities that will lead to incremental bookings for Splunk

  • Orchestrate marketing events and activities to drive pipeline growth

  • Run GTM sales plays and repeatable solutions/use cases across Splunk’s buying centers, industries, and vertical markets

  • Map field sales teams to their AWS peers and engage in account mapping and strategic territory planning

  • Own executive mapping and alignment and establish sales leader cadences and QBRs in your territory

  • Actively participate in AVP/RSD-level pipeline/forecast and extended team calls

  • Accelerate deals and Splunk field sales alignment/execution through AWS programs

  • Support AWS Marketplace as a transaction vehicle for customers to buy Splunk

  • Work across RTM to engage new partners that will help us scale (SI/MSP/VAR)

  • Enable AWS on the value of Splunk to gain increased attention and focus

  • Increase awareness within Splunk on the AWS alliance and partnership

  • Establish engagement and communication plan - both Splunk and AWS

  • Prepare and give business reviews to senior management teams

  • Meet and exceed incremental revenue and business planning targets

  • Ability to work strategically with a strong business sense

Requirements

  • 10+ years of partner or strategic account sales experience within enterprise software (Cloud Computing is a plus!)

  • Experience with AWS required

  • 5+ recent years managing GTM relationships with strategic alliance partners (experience defining, implementing, and leading go-to-market activities required)

  • 5+ years’ experience with direct sales (hunter/carried and exceeded quota) to large enterprises

  • Able to close large multi-million dollar software transactions with CSPs and via digital marketplaces

  • A strong, verifiable background in building revenue generating relationships

  • Referenceable relationships with CSP partners like Google Cloud and Microsoft Azure

  • Technical understanding of Cloud, IT architectures, data center operations, and security solutions

  • Strong verbal and interpersonal skills with the ability to articulate sophisticated concepts to cross-functional teams

  • Self-motivated, positive, hard-working professional with the ability to thrive in a fast-paced, high-growth, dynamic culture

  • Ability to travel domestically as required

  • BS/BA degree or equivalent experience

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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.

About Splunk

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!

SF Only

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.

Non SF

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.

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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