Partner Development Manager, AWS

vor 1 Monat

Berlin, Deutschland Splunk Inc Vollzeit
Splunk (NASDAQ: SPLK) provides the Unified Security and Observability Platform. The world’s leading organisations trust Splunk to go from visibility to action, fast and at scale; organisations such as Porsche, Zeppelin, Puma and Bosch are turning data into doing with Splunk.

Join us as we pursue our innovative vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our solutions and seek to deliver the best experience and outcomes for our customers. At Splunk, we’re committed to our work, customers, having fun and most importantly to each other’s success.

We are currently looking for a driven & passionate "AWS Partner Development Manager (m/f/d)" to support our Central (DACH) region.


Job Description: That’s a cool job I want it

The Partner Development Manager for Amazon Web Services (AWS) will lead Splunk’s GTM strategy, engagement, and sales execution plan with Splunk’s largest global cloud alliance partner covering Strategic, Enterprise, PBST and Commercial Central region (DACH). This is a regional role.This hard-working professional will build, drive, and own the business action plan to scale the growth of Splunk’s business through the AWS alliance across the Central Strategic, Enterprise, PBST and Commercial Central region.In this role you will work as part of the EMEA Cloud Service Provider (CSP) Route-To-Market (RTM) team to expand the value of our AWS alliance through new business finding, expansion into new use-cases and buying centers, and reach into new customers to increase incremental revenueYou will interlock across the Splunk field sales teams to drive co-selling motions with AWS and accelerate execution in the field through AWS programsThe PDM’s territory plan will be in alignment with our team vision, mission, and goals, our global AWS all-up strategy, our sales initiatives, and AWS’s priorities for the Splunk partnershipYou will focus on the day-to-day interactions with Splunk partner development managers at AWS, and the Splunk Sales leaders and account sales teams in the region.Additionally, you will partner with our Global Alliances Director and key partners aligned to the AWS alliance (Global Alliance Director, Marketing, Operations, Technology Solutions) to drive sales enablement, demand generation and marketing activities and joint solutions.


Responsibilities: I want to and can do that

Develop the GTM strategy for growing the Splunk and AWS alliance in the Central Strategic, Enterprise, PBST and Commercial Central regions and own the tactical execution of the GTM planDrive AWS to build and progress qualified pipeline in AWS sourced iACV opportunities that will lead to incremental bookings for SplunkOrchestrate marketing events and activities to drive pipeline growthRun GTM sales plays and repeatable solutions/use-cases across Splunk’s buying centers, industries, and vertical marketsMap field sales teams to their AWS peers and engage in account mapping and strategic territory planningOwn executive mapping and alignment and establish sales leader cadences and QBRs in your territoryActively participate in AVP/RSD-level pipeline/forecast and extended team callsAccelerate deals and Splunk field sales alignment/execution through AWS programsSupport AWS Marketplace as a transaction vehicle for customers to buy SplunkWork across RTM to engage & develop new partners that will help us scale (SI/MSP/VAR)Enable AWS on the value of Splunk to gain increased attention and focusIncrease awareness within Splunk on the AWS alliance and partnershipEstablish engagement and communication plan - both Splunk and AWSPrepare and give business reviews to senior management teamsMeet and exceed incremental revenue and business planning targetsAbility to work strategically with a strong business sense


Requirements: I’ve already done that or have that

10+ years of partner or strategic account sales experience within enterprise software (Cloud Computing is a plus)Experience working with AWS is required5+ recent years managing GTM relationships with strategic alliance partners (experience defining, implementing, and leading GTM activities required)5+ years’ experience with direct sales (hunter/carried and exceeded quota) to large enterprisesAble to close large multi-million dollar software transactions with CSPs and via digital marketplacesA strong, verifiable background in building revenue generating relationshipsReference relationships with other CSP partners like Google Cloud and Microsoft AzureTechnical understanding of Cloud, IT architectures, data center operations, and security solutionsStrong verbal and interpersonal skills with the ability to articulate sophisticated concepts to cross-functional teamsFluent in German and English (both written & spoken)Self-motivated, positive, hard-working professional with the ability to thrive in a fast-paced, high-growth, dynamic cultureAbility to travel domestically as requiredBS/BA degree or equivalent experienceWe provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers.

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