Partner Sales Manager

2 weeks, 3 days ago
Lead
Sales and Business Development
Sumo Logic

Sumo Logic

Sumo Logic offers top-tier cloud monitoring, log management, and Cloud SIEM tools for web and SaaS apps, empowering businesses with real-time insights and high-quality software delivery.

Internet Software & Services
251-1K
Founded 2010

Description

  • Identify, recruit, and operationalize new partner organizations to expand indirect sales reach within the territory.
  • Build and execute a regional partner business plan with quantified goals, milestones, and revenue targets.
  • Develop a regional partner map showing partner capabilities, capacity, and gaps.
  • Enable sales and technical cross-training between internal teams and partners.
  • Collaborate with field teams on demand generation initiatives and campaigns.
  • Manage assigned regional partners against agreed sales goals.
  • Lead regular business reviews between Sumo Logic and partners.
  • Partner with direct sales teams on channel-oriented opportunities.
  • Maintain and report an accurate sales forecast in SFDC.
  • Own the overall success of partner relationships, including enablement, go-to-market initiatives, and sales opportunities.

Requirements

  • 10+ years of combined experience in enterprise software sales and partner development.
  • 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 ecosystems is highly preferred.
  • Understanding of how logs support security and DevOps use cases is highly preferred.
  • Demonstrated ability to navigate complex sales cycles involving multiple stakeholders.
  • Direct experience creating and executing partner business plans with global and regional partners, with emphasis on security service providers.
  • Experience working in startup or high-growth environments is essential.
  • Ability to build or optimize processes and systems in a fast-moving environment.
  • Ability to travel 30-50% of the time.
  • BA/BS degree required.
  • Technical competence is strongly preferred.

Interested in this position?

Apply directly on the company website

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