Partner Sales Manager

As a Partner Sales Manager, you will be responsible for developing and managing partnerships with key Sumo Logic Partners, such as AWS, SI's, MSP's, Consulting organizations, and VAR's. Your main focus will be on driving revenue and solving problems to ensure the success of the Partnership. You will collaborate with various teams within the company and act as the focal point for technical alliance Partners. Additionally, you will be tasked with identifying and recruiting new Partner organizations, building a regional Partner business plan, enabling sales and technical cross-training, and managing assigned regional Partners to meet sales goals.

Identify, recruit, and operationalize new Partner organizations to help expand Sumo Logic’s indirect sales reach within an assigned territory.

Build a regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics and address certified Partner capacity gaps such that regional capacity exists to meet all quarterly sales requirements.

Develop a comprehensive regional Partner map, outlining current Partner capabilities, capacity and gaps.

Work with internal and Partner stakeholders to enable sales and technical cross-training of Sumo Logic’s solutions.

Work with respective field teams on demand gen initiatives and campaigns.

Manage assigned regional Partners to agreed sales goals.

Manage regular business reviews between Sumo Logic and Partners.

Work with direct sales teams / reps on various Channel oriented opps.

Maintain and report an accurate sales forecast in SFDC.

• Minimum 10+ years' experience in software Enterprise Sales & Partner development combined
• Prefer 5+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies
• 5+ years of experience developing a Partner ecosystem within a SaaS model
• Understanding of Cloud Infrastructure ecosystem is highly preferred
• Understanding of how logs support Security and DevOps Use Cases is highly preferred
• Demonstrable ability to understand, develop, and navigate complex sales cycles involving a variety of stakeholders
• Direct experience creating and executing Partner business plans with both Global and regional sized Partners with an emphasis

• 5+ years of experience selling enterprise software or SaaS to Fortune 1,000 companies
• 5+ years of experience developing a Partner ecosystem within a SaaS model
• Understanding of Cloud Infrastructure ecosystem is highly preferred
• Understanding of how logs support Security and DevOps Use Cases is highly preferred
• Demonstrable ability to understand, develop, and navigate complex sales cycles
• Direct experience creating and executing Partner business plans with both Global and regional sized Partners
• Experience working in a start-up environment
• Comfortable operating in an environment where processes and systems need to be built/optimized
• Ability to set priorities, focus on details, and motivate teams to deliver goals
• Ability to travel 30-50% of the time
• BA/BS degree required
• Technical competence strongly preferred