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.
Due to our expansive growth, we are seeking an experienced sales professional to join our team as a Partner Alliance Manager - Federal. The focus of the role is drive System Integrator partners adoption/incorporation of Splunk technologies & services into their Federal Program initiatives. (Sell Thru/with). You will have a track record of building and maintaining relationships with MSP and driving adoption of enterprise IT software solutions in new and existing Federal programs, as well as enterprise architectures for repeatable GTM.
Partner Alliance Manager - Federal
Location: This is a remote position for the Washington, DC Metro area only
Responsibilities: I want to and can do that!
- Build and maintain relationships with System Integrator (SI) partner accounts – Understand the SI business model and sales cycle; establish relationships with the business development, technical, and program teams within your assigned SI's.
- Push awareness in the SI community – elevate Splunk’s strategic status with your SI partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow MSP’s to discriminate in the Public Sector (PBST) market and influence end-user requirements.
- Assist with Federal program sales strategies – engage and coordinate with Splunk sales, BD & capture management teams to identify relevant SI’s, develop program specific value propositions and bid strategies.
- Drive adoption of Splunk technology & services during the program capture phase – implement program specific call plans; push.
- Drive adoption of Splunk technology & services in existing and new programs – Understand the key existing programs held by your assigned SI. Develop program focused value propositions; arrange demos and deep dives; negotiate positions on SI teams; and work with partners to find opportunities to expand use cases and scope.
- Drive & manage execution of program specific NDA’s and teaming agreements.
- Manage pipeline reporting for your MSP partner opportunities and revenue influenced by your assigned SI Partners.
- Drive Splunk Software as a technology standard within SI architecture.
Requirements: I’ve already done that or have that!
- 10+ years direct, channel, or integrator experience within the Federal market
- Understands major initiatives and System Integrator programs that could drive significant revenue for Splunk, has contacts at key at Deloitte and IT ecosystem partners
- 5+ years of extensive experience & demonstrated success working with major SI's in a sales & business development capacity on program capture and delivering revenue on IT infrastructure programs
- Shown success in establishing NDA’s & teaming agreements
- Demonstrated success in winning Multi-million dollar large PBST programs
- Strong business insight and negotiation abilities
- Executive presence, with excellent verbal and written communications skills
- Standout colleague, successful working across organizations and structuring new approaches to pursue and close opportunities
- Strong work ethic, creative, inventive, and a “get it demeanor
- A consistent overachievement of sales goals
- Experience working with Federal Systems Integrators such as : Accenture Federal Systems, Peraton, Deloitte or Leidos
- Willing to travel a few times a year
- Education: I have that!
- Minimum of a Bachelor's degree or equivalent job experience
- Must currently be authorized to work in the United States on a full time basis
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: $196,000.00 - 269,500.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $196,000.00 - 269,500.00 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.
Splunk's Hiring Practices
Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.
We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. 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. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Equal Employment Opportunity Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.
Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.
Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.
Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
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Diversity, Equity, Inclusion & Belonging
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