Job Description
- Creative thinking, looking for new opportunities and ways to increase value of partnerships
- A challenger mentality to sell valuable disruptive change within partners
- German speaking ability is preferred for the DACH market
- Own partner development opportunities with key Sumo Logic Service Providers
- Drive revenue (“sell with” and “sell through”) and have a “problem-solving” mindset
- Responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities
- Collaborate closely with Senior PSM, Sales, Marketing, and Product Management teams
- Focused on enabling partners to drive utilization of the Sumo platform within a Service Provider
- Provide on-going cross functional support to increase revenues and minimize churn
- Liaise with Sumo Marketing to drive pipeline generation
- Drive adoption of Sumo programs for SPs within assigned territory / segment
- Be a conduit for SPs and Sumo’s end-user sales team where necessary to drive end-customer wins
- Lead the cross-functional relationship with assigned Distribution partner to ensure effective enablement, co-marketing, pipeline generation, and increased ARR
- 2+ years of experience in an Account Executive, or Channel Partner role where you have exceeded your sales plan each year and document the success
- Understanding of cyber security landscape, cloud based solutions, and the power of SaaS
- Ability to travel up to 50% of the time in the UK&I, DACH, Benelux & Nordics
As a Partner Sales Manager for MSP/MSSP’s, you will own the partner development opportunities with key Service Providers. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) and have a “problem-solving” mindset. You will be responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities. You will collaborate closely with our Senior PSM, Sales, Marketing, and Product Management teams.
Responsibilities
- Focused on enabling partners to drive utilization of the platform within a Service Provider (SP) together with the assigned Distribution partner.
- Provide on-going cross functional support to increase revenues and minimize churn.
- Liaise with Marketing to drive pipeline generation together with the Distribution partner through the SP, resulting in end-customer acquisition and expansion.
- Drive adoption of programs for SPs within assigned territory / segment
- Be a conduit for SPs and end-user sales team where necessary to drive end-customer wins together with the SP.
- Lead the cross-functional relationship with assigned Distribution partner to ensure effective enablement, co-marketing, pipeline generation, and increased ARR
Performance Metrics
- Weekly forecast of KPIs and activities that drive the success of your business
- Enablement and pipeline generation initiatives
- ARR growth and retention of assigned SPs
- Quarterly Business Reviews (QBR) with Distribution partner and select SPs
Required Qualifications and Skills
- 2+ years of experience in an Account Executive, or Channel Partner role where you have exceeded your sales plan each year and document the success
- Understanding of cyber security landscape, cloud based solutions, and the power of SaaS
- Ability to travel up to 50% of the time in the UK&I, DACH, Benelux & Nordics
Desirable Skills
- Creative thinking, you look for new opportunities and ways to increase value of partnerships
- A challenger mentality to sell valuable disruptive change within partners
- As this role will be responsible for the DACH market, German speaking ability is preferred.
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About Us
Inc., empowers the people who power modern, digital business. Through its SaaS analytics platform, enables customers to deliver reliable and secure cloud-native applications. The Continuous Intelligence Platform™ helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers around the world rely on to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.
