Channel Partner Sales Manager

    • Bangalore, India

Want to empower digital business through real-time analytics delivered as a service?  Passionate about putting the power of machine data analytics in the hands of everyone by unifying all data types, enabling universal access and leveraging cloud economics – all this from a single, unified platform delivered and consumed as a service?  Come talk with us!

 

Partner Sales Manager – This role can be based in Bangalore or New Delhi area

This is a unique and challenging “hybrid” sales role that combines the skills of a technically savvy, hands-on Account Executive with the business development skills of an entrepreneurial Partner Channel Sales Manager.

You will own the partner development opportunities with key Sumo Logic Partners (e.g. AWS, SI’s, MSP’s, Consulting organizations & VAR’s) in your region. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) across the region 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 with Sales, Marketing, and Product Management and will be the focal point for the Technical Alliance Partners for all matters. You will own the task of managing and growing our overall Partners leveraged revenue objectives within an assigned geographic territory.

Our ideal candidate will be an experienced hunter, who has consistently been in the top 10% of the sales teams he/she has worked within, has a consultative sales approach, a track record of growing sales and polished presentation skills. 

What you'll be working on:

  • Identify, recruit and operationalize new Partner organizations to help expand Sumo Logic’s indirect sales reach within an assigned territory

  • Build a regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics and address certified Partner capacity gaps such that regional capacity exists to meet all quarterly sales requirements.

    • Develop a comprehensive regional Partner map, outlining current Partner capabilities, capacity and gaps.

    • Work with internal and Partner stakeholders to enable sales and technical cross-training of Sumo Logic’s solutions.

    • Work with respective field teams on demand gen initiatives and campaigns.

    • Manage assigned regional Partners to agreed sales goals.

    • Manage regular business reviews between Sumo Logic and Partners.

  • Maintain and report an accurate sales forecast in SFDC.

  • Prospect and generate fresh leads to maintain a full direct sales pipeline

  • Close and process all prospects, managing an end-to-end sales lifecycle while leveraging your Partner community

  • Create and deliver accurate sales forecasts

  • Hunt and aggressively prospect new business

Your experience and skills should include: 

  • Minimum 10+ years’ in software Enterprise Sales & Partner development combined

  • Prefer 5+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 5+ years of experience developing a Partner ecosystem within a SaaS model

  • Understanding of Cloud Infrastructure ecosystem is essential

  • 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.

  • Experience working in a start-up environment is essential.  This means...

    • Must be comfortable operating in an environment where there are often processes and systems that need to be built / optimized in the course of day-to-day business.

    • In high growth companies, there's always more to do than people to do it.  As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important

    • Be a highly motivated self-starter able to operate with minimal supervision

  • Ability to travel 30-50% of the time

  • History of quota over-achievement

  • Thrive in a fast-paced, high-growth, rapidly changing environment

  • Proven track record of selling to a technical audience like IT Operations, Security, and Dev/Ops leaders

  • Deep experience functioning as a hunter, owning sales pipeline from initial cold call through to close

  • Salesforce.com power user

  • Contact network within the Big Data ecosystem

  • Understand accounts’ needs and effectively communicate how the Sumo Logic service will meet those needs while ensuring 100% satisfaction with all customers

  • Provide timely and insightful input back to other corporate functions, particularly product management and marketing

  • Passionate about technology

  • Teamwork and good communication skills a must

 

 

Still interested?  We’d love to hear from you!  Apply now and learn more about our purpose!

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About Us: https://app.box.com/v/SLGeneralDossier 

 

  • What we do: 

We are a cloud-native SaaS machine data analytics platform, solving complex monitoring problems for DevOps, SecOps and ITOps teams. Customers love our product because it allows them to easily monitor and optimize their mission critical, large scale applications.

 

  • Mission: 

Democratize machine data analytics through the Sumo Logic platform, bringing real-time data insights securely through the cloud. 

 

  • Massive Scale: 

Our microservices architecture in AWS ingests hundreds of terabytes daily across many geographic regions. Millions of queries a day analyze hundreds of petabytes of data.

 

  • Funding and Growth: 

We have raised $345 million in funding to date, with the most recent round being May 2019. Investors include Battery Ventures, Greylock Partners, Sutter Hill Ventures, Accel Partners, Sequoia Capital, Sapphire Ventures, IVP, and DFJ Growth. Our recurring revenue and customer base are growing steadily. We serve over 2,000 customers across the globe including AirBnB, Alaska Airlines, Anheuser Busch, Hootsuite, Hearst, Hudl, Major League Baseball, Marriott, Medidata, Sauce Labs, Samsung SmartThings, SPS Commerce, Twitter, Telstra, Toyota, Zuora and more.

 

 


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