Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. 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. Come help organizations be their best, while you reach new heights with a team that has your back.

Role:

As a Partner Area Manager, your primary responsibility is to develop, execute, and refine the indirect sales strategy within the district. This role involves fostering relationships with partners, ensuring growth and retention of partner-impacted bookings, and driving pipeline generation activities to support business objectives. Additionally, you will act as a key liaison between partners and various internal stakeholders, facilitating communication and alignment.

Responsibilities:

1. Indirect Strategy Development and Execution:

2. Develop, implement, and iterate on the indirect sales strategy within the district to maximize partner impact on bookings.

3. Drive initiatives to retain and grow partner-impacted bookings.

4. Pipeline Generation and Management:

5. Execute pipeline generation activities to create partner impact and drive partner-found business.

6. Maintain accountability for pipeline activity and reporting, comparing forecasts with RSD and AVP forecasts.

7. Internal Collaboration and Interlock:

8. Assess territory and align partner strategies with sales team goals.

9. Work closely with internal stakeholders, including National PDMs, RTM Strategists, and PTMs, as necessary.

10. Facilitate regular internal and external cadence with partners, focusing on territory-specific needs.

11. Partner Enablement and Engagement:

12. Provide regular enablement sessions for partners, both internally and externally.

13. Conduct Quarterly Business Reviews (QBRs) for in-district strategic partners.

14. Drive accountability for joint and partner-sourced pipeline activities.

15. Communication and Reporting:

16. Communicate pipeline progress effectively and track partner engagement.

17. Collaborate with PDMs to define initiatives for the territory.

18. Serve as the primary point of contact for partner constituents, engaging and solving issues independently.

19. Leadership Meetings and Communication:

20. Participate actively in all internal district leadership meetings, including team calls, forecasts, QBRs, and pipeline calls.

21. Provide proactive spotlights on RSMs, RSDs, and partner success stories.

22. Share best practices and facilitate proactive communication within the team.

Requirements:

• Proven experience in partner sales, indirect sales, or channel management.

• Strong understanding of sales strategies, pipeline generation and pipeline management.

• Excellent communication and interpersonal skills.

• Excellent conflict resolution skills.

• Ability to collaborate effectively with internal and external stakeholders.

• Proactive and results-oriented approach to driving business growth.

• Experience in technology sales or related industry is preferred.

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

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: $238,400.00 - 327,800.00 per year

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

On Target Earnings: $228,000.00 - 313,500.00 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 next-level benefits at https://splunkbenefits.com .