Partner Alliance Manager - Splunk PBST
About The Position
Splunk, a Cisco company, is seeking an experienced sales professional to drive System Integrator partners’ adoption and incorporation of Splunk technologies and services into State, Local Government, and Education (SLED) program initiatives. The role focuses on sell-through and joint selling, building partner relationships, and promoting adoption of enterprise IT software solutions in new and existing programs and repeatable enterprise architectures. This position can be performed remotely from any U.S. location and requires travel within the assigned territory. The Partner Alliance Manager develops relationships across partner business development, technical, and program teams; elevates Splunk’s strategic status with partners; and coordinates with Splunk sales, business development, and capture teams on program strategies, value propositions, and bids. The role drives adoption of Splunk technology and services during capture and within new and existing programs, negotiates positions on SI teams, identifies opportunities to expand use cases and scope, and manages pipeline reporting and revenue influenced by assigned SI partners.
Requirements
- At least 7 years of direct software sales, business development, or partner alliance management experience in the SLED or public-sector technology market.
- At least 2 years of experience partnering with Tier-1 public-sector System Integrators and Prime Contractors in sales or business development during major government program capture and procurement cycles.
- At least 3 years of experience co-selling, embedding, or capturing revenue with enterprise software, cloud, or SaaS technologies on multimillion-dollar SLED or public-sector contracts.
- Current legal authorization to work in the United States full time without employer sponsorship.
- Willingness and ability to travel 30–40% within the assigned geographic territory for partner executive sessions and program capture meetings.
Nice To Haves
- 10 or more years of direct enterprise software sales or System Integrator alliance management experience in the SLED market.
- 4 or more years managing strategic alliances with Global System Integrators such as Accenture, Deloitte, or equivalent Tier-1 public-sector consultancies.
- Experience in partner-led selling of observability, SIEM, cybersecurity, IT operations, or enterprise data analytics software platforms.
- At least 2 years of experience developing partner business plans, aligning joint go-to-market strategies, and managing partner pipeline forecasting with internal field sales teams.
- Experience structuring and negotiating joint business agreements, partner program incentive terms, and teaming agreements for government RFPs or solicitations.
- Experience developing and delivering joint commercial proposals and executive presentations to partner practice leaders, C-level executives, and public-sector agency leadership.
- Bachelor’s degree in Business, Marketing, Information Technology, or a related discipline, or equivalent practical experience, defined as at least 4 additional years of relevant professional experience in lieu of a degree.
Responsibilities
- Build and maintain relationships with public-sector System Integrators and understand their business models and sales cycles.
- Establish relationships with business development, technical, and program teams within assigned partners.
- Elevate Splunk’s strategic status with partners and develop executive, capture, and technology relationships.
- Promote go-to-market solutions that help partners differentiate in federal and SLED markets and influence end-user requirements.
- Coordinate with Splunk sales, business development, and capture management teams to identify relevant SIs and develop program-specific value propositions and bid strategies.
- Drive adoption of Splunk technology and services during program capture phases.
- Drive Splunk adoption in existing and new programs by understanding partners’ programs and large contracts, negotiating positions on SI teams, and identifying opportunities to expand use cases and scope.
- Manage pipeline reporting for SI partner opportunities and revenue influenced by assigned partners.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k) plan with Cisco matching contribution
- Paid parental leave
- Short- and long-term disability coverage
- Basic life insurance
- Paid holidays
- Floating holiday for non-exempt employees
- Paid birthday day off
- Paid year-end holiday shutdown
- Personal wellness days
- Paid vacation or flexible vacation time off, depending on employee classification
- Sick time off
- Additional paid time away may be requested for critical or emergency family issues
- Optional paid volunteer days
- Performance-based sales incentive pay
- Potential Cisco restricted stock unit grants
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
