We are looking for a Dynamic Leader to help us continue to build and expand our Partner program throughout the Americas and lead our Channel Sales team. You will have the opportunity to use your leadership, motivational and strategic business skills to make an impact and help change the way companies run their businesses and you will have a blast doing it! Responsibilities include, but are not limited to, coordinating sales and services through the indirect sales channel of our Partners, resellers, distributors and representing the Company to the Channel throughout North America. The Vice President, Americas Channel will be involved in aspects of many sales-oriented activities, including marketing (field and electronic), internal channel structure, sales, promotions and shows, coordination of training, relating to partners.
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Reporting to the Vice President, Global Partners, this responsibility will be accomplished by establishing professional working relationships with the Splunk sales teams, the Channel Partners and Splunk Professional Services, Marketing and Support teams and by developing a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise.
Additionally, this role has direct responsibility for leading and managing a team of channel sales managers and is responsible for overseeing personnel strategies to meet business needs.
Requirements:
Participate in general sales strategy
Establish and implement process, criteria, and controls for selection, management, and performance of channel partners
Define specific sales plans with individual channel Partner and new business opportunities
Actively enable and manage partners to sell a range of products and services independently
Participate in general product strategy
Promote the development of new sales opportunities with each partner
Work with Splunk sales executives to leverage external partners to deliver longer-term and solution sales
Participate in general marketing and promotions activities
Manage a team of Channel Sales Managers including hiring, career development, coaching, evaluation, and promotion decisions.
Has direct responsibility for leading and managing other channel sales managers and oversees personnel strategies including hiring, career development, coaching, evaluation, and promotion decisions.
Develop alternative distribution channels and partners for existing and new business initiatives
Have full responsibility for ensuring that organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by Partners. Includes creating and monitoring KPI’s for each partner on a regular interval.
Play a pivotal role in maintaining and promoting acquisition service excellence; achieve this through continuous objective monitoring and appraisal of partner performance.
Be present at all business reviews and ad hoc meetings.
Mature the North America partnering strategy and ensure integration with the larger Splunk organization.
Oversee continuous improvement and action plans with the partners and monitor ongoing SLA conformance.
Address wider business and strategic issues with the partners on a quarterly basis.
Ensure the decision-making process is adhered to before suggesting and implementing incremental partners and partnering activities, and regularly conduct reviews of contractual obligations with partners.
Ensure partners are fully compliant with all Splunk policies, procedures, and ethical standards.
Manage budget effectively (fixed and variable partner costs).
Manage the normal payment process, purchase orders, invoicing, etc.; manage payment or rebate for any not previously forecasted work. Ensure Partners are paid on time and avoid claims for late payment.
Monitor headcount levels to guarantee they are sufficient to achieve contracted service delivery and that recruitment is managed to best in class standards.
Demonstrate leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support to the Partner.
MUST be willing to travel throughout the U.S.
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