Partner Development Manager - Federal

Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you.

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

Partner Alliance Manager - Federal

Location: This is a remote position for the Washington, DC Metro area only

Responsibilities: I want to and can do that!

• Build and maintain relationships with System Integrator (SI) partner accounts - Understand the SI business model and sales cycle; establish relationships with the business development, technical, and program teams within your assigned SI's.

• Push awareness in the SI community - elevate Splunk's strategic status with your SI partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow MSP's to discriminate in the Public Sector (PBST) market and influence end-user requirements.

• Assist with Federal 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 - implement program specific call plans; push.

• Drive adoption of Splunk technology & services in existing and new programs - Understand the key existing programs held by your assigned SI. Develop program focused value propositions; arrange demos and deep dives; negotiate positions on SI teams; and work with partners to find opportunities to expand use cases and scope.

• Drive & manage execution of program specific NDA's and teaming agreements.

• Manage pipeline reporting for your MSP partner opportunities and revenue influenced by your assigned SI Partners.

• Drive Splunk Software as a technology standard within SI architecture.

Requirements: I've already done that or have that!

• 10+ years direct, channel, or integrator experience within the Federal market

• Understands major initiatives and System Integrator programs that could drive significant revenue for Splunk, has contacts at key at Deloitte and IT ecosystem partners

• 5+ years of extensive experience & demonstrated success working with major SI's in a sales & business development capacity on program capture and delivering revenue on IT infrastructure programs

• Shown success in establishing NDA's & teaming agreements

• Demonstrated success in winning Multi-million dollar large PBST programs

• 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

• Strong work ethic, creative, inventive, and a "get it demeanor

• A consistent overachievement of sales goals

• Experience working with Federal Systems Integrators such as : Accenture Federal Systems, Peraton, Deloitte or Leidos

• Willing to travel a few times a year

• Education: I have that!

• Minimum of a Bachelor's degree or equivalent job experience

• Must currently be authorized to work in the United States on a full time basis

Splunk is an Equal Opportunity Employer

At Splunk, we believe creating a culture of belonging isn't just the right thing to do; it's also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.

Note

OTE Pay Ranges

For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).

SF Bay Area, Seattle Metro, and New York City Metro Area

On Target Earnings: $196,000.00 - 269,500.00 per year

California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

On Target Earnings: $196,000.00 - 269,500.00 per year

Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our comprehensive benefits and wellbeing offering at ~~~ .