Partner Alliance Manager - Splunk PBST

Cisco•Herndon, VA

4d•Remote

About The Position

Due to our expansive growth, we are seeking an experienced sales professional to join our team as a Partner Alliance Manager – Public Sector. The focus of the role is drive System Integrator partners adoption/incorporation of Splunk technologies & services into their SLED Program initiatives. (Sell Thru/with). You will have a track record of building and maintaining relationships with System Integrators and driving adoption of enterprise IT software solutions in new and existing programs, as well as enterprise architectures for repeatable GTM.

Requirements

7+ years direct, or integrator experience within SLED
Understands major initiatives and programs that could drive significant revenue for Splunk, has contacts at key at System Integrators and IT ecosystem partners
4+ years of experience & demonstrated success working with major public sector integrators in a sales & business development capacity on program capture and delivering revenue on SLED software programs
Demonstrated success in winning Multi-million dollar large SLED programs - ideally SaaS/Software solutions
Ability to travel 30%+
Must currently be authorized to work in the United States on a full-time basis

Nice To Haves

10+ years direct, or integrator experience within SLED
5+ years of experience & demonstrated success working with major public sector integrators in a sales & business development capacity on program capture and delivering revenue on SLED software programs
3+ years experience partnering with Accenture and/or Deliotte
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
Ambitious –strong work ethic, creative, inventive, “get it done” attitude
A consistent overachievement of sales goals
Bachelor's degree or equivalent job experience

Responsibilities

Build and maintain relationships with System Integrators in public Sector – Understand the business model and sales cycle; establish relationships with the business development, technical, and program teams within your assigned partners.
Elevate Splunk’s strategic status with your partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow partners to discriminate in the FED and SLED markets and influence end-user requirements.
Assist with PBST 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.
Drive adoption of Splunk technology & services in existing and new programs – Understand the key existing programs and large contracts held by our partners.
Negotiate positions on SI teams and work with partners to identify opportunities to expand use cases and scope.
Manage pipeline reporting for your SI partner opportunities and revenue influenced by your assigned SI Partners.

Benefits

medical, dental and vision insurance
a 401(k) plan with a Cisco matching contribution
paid parental leave
short and long-term disability coverage
basic life insurance
10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
Non-exempt employees receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
Additional paid time away may be requested to deal with critical or emergency issues for family members
Optional 10 paid days per full calendar year to volunteer
Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan.