Own the partner development opportunities with key Sumo Logic Partners (e.g. AWS, Consulting organizations & VAR’s)
Drive revenue across enterprise business with a focus on enablement, GTM initiatives, and sales opportunities
Collaborate with Sales, Marketing, and Product Management
Manage and grow overall Partners leveraged revenue objectives within an assigned geographic territory
Identify, recruit and operationalize new Partner organizations to help expand Sumo Logic’s indirect sales reach
Build a regional Partner business plan with quantified goals and milestones
Develop a comprehensive regional Partner map
Enable sales and technical cross-training of Sumo Logic’s solutions
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

Minimum 5+ years’ in software Enterprise Sales & Partner development combined
Prefer 2+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 3+ 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.
Ability to travel 30-50% of the time
BA/BS degree required. Technical competence strongly preferred.

Partner Sales Manager

Key skills