Principal Partner Account Manager - Public Sector/SLED

Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you.

The U.S. State and Local Sr Partner Account Manager will establish and execute the core competencies of Splunk's partner program in alignment with Splunk's SLED initiatives.

The size of the SLED market both in terms of geography and opportunity statement requires a Sr. Partner Account Manager to establish partner relationships where needed, facilitate cooperative account and opportunity development leveraging our Partner ecosystem with the goal of generating partner found pipeline, and ultimately growing partner impacted business meeting or exceeding stated goals.

The position will require travel throughout our SLED East region.

Location: East Coast
Role and Responsibility:

Work closely with the SLED AVP's in a fast-paced environment to align their priorities with the overall Partner GTM priorities and growth targets.

Mentor the other members of the SLED partner team to identify opportunities for development and strategies for accelerating territory pipeline generation activities and territory revenue growth.

Work within a territory SLED team (Regional Directors, Account Managers, SE's, Business Development, Advisory team) to maximize partner leverage across SLED East region

Meeting and exceeding set sales quotas while adhering to Splunk's sales and partner rules of engagement.

Develop and execute VAR business plans for assigned partners to understand their mission and goals vis a vis Splunk and execute quarterly business reviews to ensure we are meeting the partner's revenue and business goals.

Develop and execute marketing and pipeline plans across the SLED territory to maximize Partner oriented sales pipeline ultimately meeting and exceeding Partner Impacted Sales goals.

Keep up to date on major SLED programs and map Splunk to solution requirements utilizing partner ecosystem

Communicate masterfully with Partners on products and service offerings.

Continually learning about new products and improving selling skills.

Provide weekly reporting of VAR pipeline and forecast using the SalesForce automation tool.

Keep abreast of competition, competitive issues and products.

Attend and participate in sales meetings, business reviews, workshops.

Prepare and present company initiatives, product overview, partner program framework, and programmatic SLED campaigns
Requirements:

• 7+ years channel and/or direct selling experience selling IT infrastructure solutions and services to the SLED marketplace.
• 3+ years supporting US State and Local
• Relevant software industry experience in Software IT systems, enterprise or infrastructure management; preferably SaaS expertise.
• Track record of success and knowledge with VARs in the Public Sector.
• Deep understanding of SLED contract vehicle landscape
• Very comfortable in the "C" suite with a track record of enabling VARs to close six and seven figure deals
• Strong executive presence and polish along with outstanding interpersonal, written and presentation skills
• Thrives in a fast-paced, high growth, constantly evolving environment
• Able to work independently and remotely with the team and corporate
• Willing to travel 30% of the time

Education and experience requirements:

• Minimum of a bachelor's degree or equivalent job experience
• US Citizenship 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.

Note:

OTE Pay Ranges

For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).

SF Bay Area, Seattle Metro, and New York City Metro Area

On Target Earnings: $238,400.00 - 327,800.00 per year

California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

On Target Earnings: $228,000.00 - 313,500.00 per year

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 pay 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 competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.