Partner Alliance Manager

This is a fully remote position, open to applicants in Kentucky, +3 more states.

📋 Description

• Establish and nurture relationships with public-sector System Integrator partners.

• Gain insight into partners’ business models and sales processes, while building connections with business development, technical, and program teams.

• Enhance Splunk’s strategic standing with partners and foster executive, capture, and technological relationships.

• Create go-to-market solutions for partners in both FED and SLED markets.

• Influence end-user requirements effectively.

• Collaborate and coordinate with Splunk sales, business development, and capture management teams.

• Identify pertinent System Integrators and develop tailored value propositions and bidding strategies for specific programs.

• Promote the adoption of Splunk technology and services during program capture phases.

• Encourage the use of Splunk technology and services in ongoing and new programs.

• Comprehend key existing programs and significant contracts held by partners.

• Negotiate roles within System Integrator teams.

• Spot opportunities to expand use cases and project scope.

• Oversee pipeline reporting for System Integrator opportunities and revenue influenced by assigned partners.

⛳️ Requirements

• A minimum of 7 years of direct or integrator experience in SLED.

• Familiarity with major initiatives and programs that could substantially increase revenue for Splunk.

• Established contacts at key System Integrators and within the IT ecosystem.

• At least 4 years of experience and proven success working with major public-sector integrators in sales and business development.

• Experience with program capture and generating revenue from SLED software programs.

• Proven success in winning large SLED programs worth millions, preferably in SaaS/software solutions.

• Willingness to travel 30% or more.

• Must currently hold authorization to work in the United States on a full-time basis.

• Preferred: Over 10 years of direct or integrator experience within SLED.

• Preferred: More than 5 years of experience working with major public-sector integrators in sales and business development.

• Preferred: At least 3 years of collaboration with Accenture and/or Deloitte.

• Strong business acumen and negotiation skills.

• Executive presence along with excellent verbal and written communication abilities.

• Capability to work across various organizations and devise innovative strategies to pursue and secure opportunities.

• Consistent track record of exceeding sales targets.

• Bachelor’s degree or equivalent professional experience.

🏝️ Benefits

• Medical, dental, and vision insurance.

• 401(k) plan with Cisco matching contributions.

• Paid parental leave.

• Short- and long-term disability coverage.

• Basic life insurance.

• Potential availability of Cisco restricted stock unit grants.

• 10 paid holidays per full calendar year.

• 1 floating holiday for non-exempt employees.

• 1 paid day off for the employee’s birthday.

• Paid year-end holiday shutdown.

• 4 paid days off designated for personal wellness.

• 16 days of paid vacation time per full calendar year for non-exempt employees.

• Flexible vacation time off program with no defined limit for eligible exempt employees.

• 80 hours of sick leave provided upon hire and each January 1st thereafter.

• Up to 80 hours of unused sick leave may be carried forward.

• Additional paid time off for critical or emergency family issues.

• Optional 10 paid volunteer days per full calendar year.

• Performance-based incentive pay for sales personnel.

• Annual bonuses for non-sales roles, subject to Cisco policies.

• Opportunities for growth and development on a global scale.