Partner Development Manager - Federal
Description
Partner Alliance Manager - Federal
- 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.
- 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
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.
Thank you for your interest in Splunk!