Global Director of Strategic Alliances and Partnerships

Description

Responsibilities:

• Build and execute the global strategic partner and ISV strategy with co-sell acceleration teams, Sales and partner theater leads
• Vision and execution with driving impact to Splunk’s GTM strategy, incorporating use case and value selling into each Strategic partner strategy.
• Will be expected to Heat map and Assess current ISV partner coverage. Will use this to determine if we have the right ISVs; where we don’t identify gaps, build recruitment targets, conduct RFPs. Provide coverage mapping, identify gaps, establish recruitment targets and process.
• Team with the Partner Programs org to provide strategic inputs on the partner program as it relates to driving the business with ISVs.
• Lead a team of Global Partner Development Managers that manage Splunk’s largest global strategic partners and ISV’s
• Lead Splunk OEM sales strategy and execution!
• Understand competitive ISV risks, incentives and strategy.
• Build compelling monetization strategies and tri-party sales motions with cloud providers and Cisco technology partners.
• Effectively use data to recognize trends and anticipate challenges in the ISV 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 mentorship to regional geography channel leadership teams.
• Provide insight and requirements to business partner enablement team to coordinate on priorities, plans and execution.
• Identify key metrics and monitors ongoing program performance
• Provides periodic updates on program performance to executive staff, including analysis of performance and recommendations of changes as vital.
• Assesses partner sales, technical proficiency and readiness to deliver against Splunk ISV strategy on an ongoing basis.
• Collaborates with product marketing and regional stakeholders to design, develop and implement go to market initiatives.

Qualifications:

• 10+ years direct and channel selling experience to large enterprises (relevant software in the IT systems or enterprise)
• Experience building Global ISV and ecosystem strategy and execution.
• Experience crafting and building strategic ISV Partnerships that can generate sales revenue and synergies via the global partner ecosystem
• Experience building strategy + supporting organizations to sell enterprise software solutions to ISVs, Cloud Providers, and hardware manufacturers
• Minimum of 10 years running a Global ISV or similar team.
• Experience managing sophisticated integration with ISV Partners
• Ability to grow and scale upward with the company; second line management experience a plus
• Very comfortable in the “C” suite with a track record of negotiating six and seven figure ISV software licensing transactions
• Strong executive presence and polish with the ability to negotiate at the executive level!

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: $290,000.00 - 398,750.00 per year

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

On Target Earnings: $268,000.00 - 368,500.00 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 next-level benefits at https://splunkbenefits.com.

Thank you for your interest in Splunk!