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Sumo Logic · 1 day ago

Partner Sales Manager, West Region

United States

Full-time

Hybrid

Senior Level, Lead/Staff

$103K/yr - $121K/yr

10+ years exp

Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. The Partner Sales Manager will own partner development opportunities and drive revenue across enterprise business by managing and growing the overall Partners leveraged revenue objectives within an assigned geographic territory.

AnalyticsBig DataCloud Data ServicesEnterprise SoftwareSaaS

No H1B

Responsibilities

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

Qualification

Enterprise SalesPartner DevelopmentSaaS SalesCloud InfrastructureSecurity Use CasesBusiness PlanningTeam MotivationDetail OrientationStart-up ExperienceProblem-solving

Required

Minimum 10+ years' 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 and 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 on security service providers

Experience working in a start-up environments is essential

Must be comfortable operating in an environment where there are often processes and systems that need to be built / optimized in the course of day-to-day business

Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important

Ability to travel 30-50% of the time

BA/BS degree required

Technical competence strongly preferred

Preferred

Understanding of Cloud Infrastructure ecosystem is highly preferred

Understanding of how logs support Security and DevOps Use Cases is highly preferred

Technical competence strongly preferred

Benefits

Compensation varies based on a variety of factors which include (but aren’t limited to) role level, skills and competencies, qualifications, knowledge, location, and experience.

In addition to base pay, certain roles are eligible to participate in our bonus or commission plans, as well as our benefits offerings, and equity awards.