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Role Overview
Director GSIs Alliances (APJ) and MSP Motion
Reporting to the Head of Partner Organization in APJC, this role will collaborate closely with Theater Leaders across APJ to drive initiatives with GSIs that grow their Splunk business. The successful candidate will:
* Set the overall GSI partnership strategy and own annual planning, including joint investments and execution plans.
* Manage and build relationships with key GSI stakeholders, driving Partner impacted Splunk revenue.
* Own MSP strategy and execution, helping to recruit and scale MSP partnerships.
* Coach and lead a small team while also being hands-on in co-selling activities and partner enablement.
Key Responsibilities
* Develop & Execute Joint Co-Selling Strategies
o Drive vertical sales plays in collaboration with GSIs to solve customer problems and accelerate Splunk adoption.
o Integrate an MSP-focused sales motion into GSI-led opportunities to broaden market reach and revenue streams.
* Build & Nurture GSI Relationships
o Establish new partnerships and strengthen existing relationships with key GSI leaders, focusing on strategic alignment with Splunk’s solutions.
o Act as a builder, comfortable working from ground zero to cultivate trust and mutual investment.
* Annual Partnership Planning
o Lead the annual planning process with GSI partners, setting joint objectives, identifying target customers, outlining pipeline goals, and defining execution timelines.
o Ensure joint investments are allocated effectively to drive maximum impact.
* Cross-Functional Collaboration
o Work closely with Splunk’s Sales Engineering and Product Teams to evangelize Splunk’s product offerings and roadmap within GSI practices.
o Partner with Splunk’s Sales leadership to ensure seamless account alignment and foster cooperative relationships with GSI Security/Technology leads.
* Pipeline Ownership & MSP Expansion
o Own and drive the APJ pipeline with GSIs, leveraging Splunk’s platform and MSP capabilities to achieve shared growth objectives.
o Champion Splunk solutions internally and externally, ensuring GSI partners have the necessary enablement tools and resources to succeed.
Qualifications
* 8+ years of experience building alliances with GSIs, including co-marketing, joint investments, practice creation, COE development, joint sales planning, and pipeline development.
* Deep connections into and recent experience working with GSIs, especially in cybersecurity or cloud domains.
* Success in co-selling with GSIs into large customers (Global 2000), preferably with MSP offerings.
* Proven ability to establish and grow strategic partnerships from ground zero.
* Existing relationships with key GSIs to accelerate Splunk’s expansion in APJ.
* Strong communication and interpersonal skills to influence stakeholders within Splunk and partner organizations.
Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
Additional Details
Seniority level: Not Applicable
Employment type: Full-time
Job function: Other
Industries: Software Development, IT Services and IT Consulting, and Technology, Information and Internet
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