Channel & Alliances Director - Southern Europe
3 settimane fa
Channel & Alliances Director - Southern Europe - Role can be based ITALY OR SPAIN
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 outstanding Channel & Alliances Director - Southern Europe to lead our South EMEA Channel team. In addition to requisite passion, skills, and experience, with a proven track record in building and leading hard-working teams that exceed partner sourced targets and associated company priorities. Your role will have a material impact on Splunk’s overall performance...are you up for the challenge?
The Channel Director will improve the model for exponential growth with our Partners and drives growth for our Sales Team in EMEA. This Leader will work closely with the Splunk Field Sales Leadership to ensure that both the needs of Splunk and those of the partners are being optimized. You will have the skills to lead the team of PDMs in the Region to implement partner -driven revenues to a position of market leadership.
WHAT WE'RE LOOKING FOR:
- Success in leading, mentoring and developing successful teams
- Success adapting and growing in fast-growing and changing environments
- Success effectively influencing key partners, at our customers and inside of Splunk
- Success aligning decision makers around a common objective
- Deep understanding of SaaS / Cloud GTM and the required roles for effective customer engagement
- Have existing executives relations with key partners and GSIs in France
RESPONSIBILITIES:
We are looking for a leader that can:
- Define, build and develop long-term strategic partnership with top partners
- Develop next generation eco system by growing the partnership from a single product area to a platform partnership
- Build the service delivery from our eco system, going from on-prem to Splunk Cloud
- Develop a team of first line partner leaders (PDMs) and partner closely with other functional teams.
- Lead and set expectations, and follow through effectively.
- Provide mentorship as needed and ensure that managers do the same for their team.
- Consistently deliver against targets of partner sourced business - ensuring company goals, and objectives that are achieved consistently and sustainably
- Predictable forecast of monthly, quarterly, and annual targets for South EMEA
- Effectively lead your region by considering who your focus partners will be, and who the ones that will go into incubation, demonstrating your industry expertise combined with Splunk’s data driven market analysis and partner incubation framework; establish accurate plans and business plans; prioritise efforts; generate short-term results while holding a long-term perspective to achieve overall goals.
- Put into place team structure, process strategies, and strategic resource plans that will bring together key opportunities in target markets throughout the Region
- Lead on behalf of the team in Splunk Partner marketing and demand generation activities
- Unearth customer insights, define joint value proposition, resolve appropriate go to market strategy to improve growth objectives
- Provide leadership and oversight to ensure the team demonstrates and deploys resources authoritatively and for the highest impact.
- Collaborating with sales engineering, sales, customer success, renewals professional services, product, legal, marketing, and engineering teams to create a detailed customer experience.
**REQUIREMENTS**:
- 10+ years of enterprise software channel sales and/or alliances experience. Minimum of 3 years management experience, with 2nd line management experience within South EMEA region.
- Previous experience leading enterprise software alliances with the Global Outsourcers and Systems Integrators.
- Subscription, SaaS, or Cloud software experience is crucial
- History of consistently meeting/exceeding targets and objectives personally and as a leader.
- Very comfortable in the “C” suite with a track record of negotiating six and seven figure software licensing and SaaS transactions
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
- Capability to develop in-depth knowledge of a partner’s business, organizational structure, business processes and financial structure, using this to create an Alliance Business Plan
- Highly professional persona and polished demeanor.
- Strong ver
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