Distribution Partner Account Manager

3 days ago

Stockholm, Stockholm, Sweden Cisco Full time

Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. 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. Come help organizations be their best, while you reach new heights with a team that has your back.

Role:

We are seeking an outstanding "Distribution Partner Account Manager" for our North EMEA region to help Splunk support and grow our distribution partners. The role has the primary responsibility to meet and exceed quarterly and annual revenue quota assignments for specified distributor(s) and growing Splunk's business in the distribution channel. This includes the understanding of distributor business goals and requirements, and being involved in the presentation of Splunk product, solution and technology propositions to distribution salespeople.

Responsibilities:

  1. Meet and exceed revenue and bookings quotas in assigned channel.
  2. Consistently deliver aggressive license, support and service revenue targets – commitment to the number and to deadlines.
  3. Account planning and opportunity management with the distribution and distribution managed channel.
  4. Lead sales efforts with distribution and distribution managed channel.
  5. Enable distributor & partners in our selling and product methodology.
  6. Recruit onboarding and training to new partners.
  7. Execute partner/sales marketing activities aligned with sales quota (marketing, campaign, cross-selling, pipeline generation and quota retirement).
  8. Manage interface between Splunk and channel/distributor. Manage channel conflict.
  9. Interact with Splunk direct sales team.
  10. Work with Splunk Sales RSMs and Channel PSMs to build and manage demand generation and marketing efforts.
  11. Drive marketing activities with complementary technology partners.
  12. Ensure partners are driving towards certification requirements and Partnerverse compliance metrics.
  13. Ensure channel/distributors meet and exceed goals by:
  14. Understanding channel/distributors business strategies.
  15. Communicating channel/distributors business strategies to relevant departments in Splunk.
  16. Understanding and presenting Splunk value proposition (corporate, positioning, products, technologies, capabilities) to distributors and VARs.
  17. Managing quarterly and ad-hoc promotional activities at channel/distributors.
  18. Monitoring and reporting competitive activities and sales.
  19. Monitoring and reporting on distributor POS sales.
  20. Adjusting sales activities and product mix as needed based on POS sales.
  21. Managing co-marketing opportunities with channel partners and third-party allies.
  22. Satisfy internal reporting requirements by submitting reports and records in accordance with company policies and practices.
  23. Participate in trade shows and make presentations, as required.
  24. Travel to distributor locations for mindshare, enablement and training.

Requirements:

  1. 5+ years of Distribution Partner Account Manager in a fast-growing software company.
  2. 5+ years of Distributor and VARs experience within a technology company that is similar to Splunk's industry.
  3. Recent and previous success exceeding revenue and bookings quotas in a distribution channel.
  4. Experience identifying new resellers and prioritizing Distribution's for a company's team.
  5. Success and references to prove the success from working with direct sales teams and sales leaders.
  6. Experience strategizing and managing Distributors and exceeding goals.
  7. Experience with analyzing and reporting activities related to sales and revenue activities.
  8. Forecasting commitments and forecasting accuracy.
  9. Fluent in Swedish and English (both written and spoken).
Splunk is an Equal Opportunity EmployerSplunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
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