Sumo Logic

Account Executive

• Land and expand new logo accounts, with a focus on hunting and landing net new business. Treat existing customer base like new logos to drive incremental ARR growth within the account. Expand existing use cases and introduce new use cases to current buying centers.
• Measure and quantify the business value of our existing use cases and evangelize aggressively to new buying centers within each customer.
• Responsible for the full sales cycle of new, incremental and renewal business within the territory.
• Exude operational efficiency and forecast accuracy to run a best-in-class business.
• Up to 50% in-market travel to establish relationships. Be able to cultivate and grow relationships into referenceable champions.
• Provide timely and insightful input back to other corporate functions, particularly engineering, product management and marketing.

Enterprise Account Executive – Western USA

Engineer

• Advanced Technical Expertise: Hands-on keyboard experience and consultative skills.
• Strategic Adoption Drive: Facilitate training on advanced features and practices, aligning with the customer's specific usage of Sumo Logic.
• Customized Success Planning: Work closely with customers to understand their unique requirements and challenges, ensuring alignment with their expected business outcomes through a hands-on, consultative approach to build their adoption plan, then help them to achieve it and track progress.
• Risk Mitigation and Planning: Ability to identify financial and adoption risks within an account and pull the team together to create a thorough plan to turn risky situations into an advocacy scenario
• Growth Strategy Development: Collaborate with the account team to formulate and implement strategies that balance customer needs with Sumo Logic’s business growth.
• Proactive Monitoring and Support: Vigilantly monitor customer KPIs, proactively address deployment issues, and drive product roadmap suggestions from customer feedback.
• Executive Engagement: Conduct Quarterly Business Reviews and monthly health check calls, maintaining a proactive, strategic presence in the account team.
• Monitor and report on the overall well-being of customers, tracking essential health and usage indicators to reduce or eliminate churn risk
• Data Analysis: Ability to look at data and infer usage patterns

Technical Account Engineer

Business Development Rep

• Research, identify, and prospect new customer accounts within your assigned territory
• Book outbound meetings through cold calls, emails, social outreach, and targeted networking across multiple buyer personas (including Director, VP, and C-level)
• Qualify inbound and outbound leads and convert them into sales-ready opportunities
• Deliver relevant marketing content to prospective customers and promote marketing events.
• Leverage a modern prospecting tech stack including HockeyStack, LinkedIn Sales Navigator, ZoomInfo, Lusha, Outreach, Orum, Qualified, and more
• Partner closely with Account Executives to build and execute a shared territory plan-of-attack, ensuring the right message reaches the right prospects at the right time

Business Development Representative

• Own the Swiss Enterprise territory end-to-end
• Drive new logo acquisition and expansion within regulated industries
• Target, manage and sell to new and existing customers, consistently exceeding revenue quota
• Build and execute territory plans with both short-term results and long-term market strategy
• Work complex, multi-stakeholder enterprise sales cycles
• Collaborate closely with Pre-Sales Engineers to deliver compelling demos, discovery sessions, PoVs and technical solutions
• Partner with SDRs to create strategic outbound campaigns and generate pipeline
• Engage and enable Channel Partners and Alliances to extend market reach
• Manage the full end-to-end sales lifecycle: qualification, commercial negotiation, legal process, and close
• Forecast accurately and consistently
• Work cross-functionally with Customer Success, Professional Services, Sales Operations, Marketing and Product Management
• Provide market insight back to leadership on competitive positioning, regulatory trends, and buyer behaviour

Enterprise Account Executive

Sales

• 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 and address certified Partner capacity gaps such that regional capacity exists to meet all quarterly sales requirements.
• 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.
• Work with respective field teams on demand gen initiatives and campaigns.
• 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.

Partner Sales Manager

• 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.

• Own the partner development opportunities with key Sumo Logic Partners (e.g. AWS, Consulting organizations & VAR’s)
• Be a strategic thinker with a focus on driving revenue (sell with and sell through) across enterprise business
• Responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities
• Collaborate with Sales, Marketing, and Product Management
• Own the task of managing and growing 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
• Manage assigned regional Partners to agreed sales goals
• Maintain and report an accurate sales forecast in SFDC.

• Focused on enabling partners to drive utilization of the Sumo platform within a Service Provider (SP) together with the assigned Distribution partner.
• Provide on-going cross functional support to increase revenues and minimize churn.
• Liaise with Sumo Marketing to drive pipeline generation together with the Distribution partner through the SP, resulting in end-customer acquisition and expansion.
• Drive adoption of Sumo programs for SPs within assigned territory / segment
• Be a conduit for SPs and Sumo’s end-user sales team where necessary to drive end-customer wins together with the SP.
• Lead the cross-functional relationship with assigned Distribution partner to ensure effective enablement, co-marketing, pipeline generation, and increased ARR

Partner Sales Manager, MSSP

Sales Development Rep

Sales Development Representative

Sales Engineer

• Partner with the Account Executives to understand customer challenges and mains, and articulate Sumo Logic’s value proposition, vision, and strategy to customers
• Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility
• Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase
• Be successful working with all levels of an organization, from executives down to individual developers and Site Reliability Engineers
• Deliver product and technical demonstrations of the Sumo Logic service
• Work cross functionally with Product Management and Engineering to improve the Sumo Logic service based on your experience with customers

Marketing

• Partner with sales leadership and stakeholders to develop and execute a differentiated marketing strategy for the APJ region.
• Build and manage marketing campaigns that create new opportunities, engage prospects, and advance pipeline opportunities to support revenue growth.
• Develop and execute 1:1, 1-many, and industry-specific marketing programs, both virtual and in-person, to drive demand generation and pipeline contribution.
• Collaborate with Sales, Partner Marketing, and Regional Partner Account Managers to drive new logo acquisition through channel partners.
• Act as the primary marketing resource for regional Sales and Sales Engineering teams, ensuring alignment on objectives and strategies.
• Continuously track and report on program performance, adjusting plans using data insights to optimize results.
• Manage budget, ensuring effective allocation of resources while strategically optimizing spend to maximize ROI and align with broader business goals.

Senior Manager, APJ Field Marketing

Backend Engineer

• Design, develop, and maintain high-performance, scalable cloud services
• Collaborate with cross-functional teams to define, design, and ship new features.
• Ensure the best possible performance, quality, and responsiveness of services.
• Identify and correct bottlenecks and fix bugs.
• Help maintain code quality, organization, and automatization.
• Participate in code reviews and provide constructive feedback to team members.
• Mentor junior engineers and help them grow their technical skills.
• Stay up-to-date with the latest industry trends and technologies to ensure our products remain cutting-edge.

Senior Software Engineer – Backend

Full-stack Engineer

• Architect, design, and implement scalable and reliable cloud-based SOAR solutions.
• Develop advanced threat detection, response, and automation capabilities within our SOAR platform.
• Work closely with product management, architects, and other engineering teams to define technical requirements.
• Stay abreast of the latest trends and advancements in cloud security and SOAR technologies.
• Provide technical guidance and mentorship to junior engineers.
• Engage with customers to understand their needs and challenges, translating them into effective technical solutions.
• Collaborate with Ops/SRE and customer success teams to ensure timely responses and resolutions to customer escalations and production issues.

Senior Software Engineer

• Architect, design, and implement scalable and reliable cloud-based SOAR solutions that meet the highest standards of software quality and performance.
• Utilize your expertise in cybersecurity to develop advanced threat detection, response, and automation capabilities within our SOAR platform.
• Work closely with product management, architects, and other engineering teams to define technical requirements and deliver high-quality features.
• Stay abreast of the latest trends and advancements in cloud security and SOAR technologies. Drive continuous improvement and innovation within the team.
• Provide technical guidance and mentorship to junior engineers, fostering a culture of collaboration and continuous learning.
• Engage with customers to understand their needs and challenges, translating them into effective technical solutions.
• Collaborate with Ops/SRE and customer success teams to ensure timely responses and resolutions to customer escalations and production issues.

• Design, implement, and optimize agentic AI components, including tools, memory management, and prompts.
• Develop and maintain golden datasets by defining sourcing strategies, working with data vendors, and ensuring quality and representativeness at scale.
• Prototype and evaluate novel prompting strategies and reasoning chains for model reliability and interpretability.
• Collaborate cross-functionally with product, data, and infrastructure teams to deliver end-to-end AI-powered insights.
• Operate autonomously in a fast-paced, ambiguous environment - defining scope, setting milestones, and driving outcomes.
• Ensure reliability, performance, and observability of deployed agents through rigorous testing and continuous improvement.
• Maintain a strong bias for action—delivering incremental, well-tested improvements that directly enhance customer experience.