Partner Sales Manager
Sumo Logic
full-time
Posted on:
Location Type: Remote
Location: United Kingdom
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About the role
- Own the partner development opportunities with key Sumo Logic Partners (e.g. AWS, Consulting organizations & VAR’s)
- Focus on driving revenue across enterprise business and have a problem-solving mindset.
- Responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities.
- Collaborate with Sales, Marketing, and Product Management and be the focal point for the technical alliance Partners for all matters.
- Manage and grow overall Partners leveraged revenue objectives within an assigned geographic territory.
- Identify, recruit and operationalize new Partner organizations to help expand Sumo Logic’s indirect sales reach within an assigned territory.
- Build a regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics.
- Develop a comprehensive regional Partner map, outlining current Partner capabilities, capacity and gaps.
- Work with internal and Partner stakeholders to enable sales and technical cross-training of Sumo Logic’s solutions.
- Manage assigned regional Partners to agreed sales goals.
- Manage regular business reviews between Sumo Logic and Partners.
- Work with direct sales teams / reps on various Channel oriented opps.
- Maintain and report an accurate sales forecast in SFDC.
Requirements
- Minimum 5+ years’ in software Enterprise Sales & Partner development combined
- Prefer 2+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 3+ years of experience developing a Partner ecosystem within a SaaS model
- Understanding of Cloud Infrastructure ecosystem is highly preferred
- Understanding of how logs support Security and DevOps Use Cases is highly preferred
- Demonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholders
- Direct experience creating and executing Partner business plans with both Global and regional sized Partners with an emphasis on security service providers.
- Experience working in a start-up environments is essential. This means...
- Must be comfortable operating in an environment where there are often processes and systems that need to be built / optimized in the course of day-to-day business.
- In high growth companies there's always more to do than people to do it. As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important
- Ability to travel 30-50% of the time
- BA/BS degree required. Technical competence strongly preferred.
Benefits
- Employees will be responsible for complying with applicable federal privacy laws and regulations, as well as organizational policies related to data protection.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise salespartner developmentSaaScloud infrastructuresales forecastingbusiness planningsales cycle navigationtechnical alliance managementcross-trainingrevenue metrics
Soft Skills
problem-solvingcollaborationprioritizationdetail-orientedmotivationcommunicationorganizationaladaptabilityleadershipstrategic thinking