Partner Technical Manager - MSP (Managed Service Provider)

Description

Duties and Responsibilities

• Partner with architects and technical leaders at Splunk’s most strategic partners to define and develop technical and business strategies.
• Understand and internalize partner solution architectures. Identify where Splunk products can have the most impact. Secure partner commitment to build net-new solutions on Splunk+Cisco products.
• Identify, shape and size complex opportunities across Splunk’s global consulting and IT Service Provider partners.
• Responsible for crafting and presenting technical content, whiteboard sessions and iteration through possible technical designs to recommend the best option.
• Establish and maintain leverage-able relationships with key technical staff and leadership at key partners.
• Assemble and share best-practice knowledge among the worldwide Splunk and partner technical sales community
• Discovery of MSP application stacks to understand the tools and software the provider uses to manage their infrastructure, support services, and deliver client solutions. Drive the technical discovery process involving a series of steps to gather detailed information about the partner’s architecture, tools, and how they interact within the overall environment.
• Work in close collaboration with Splunk Partner executives to build and implement a technical business plan
• Design and launch differentiated solution offerings. Serve as a technical liaison between customers, partners, service engineering teams and support.
• Demonstrate Splunk products and services, including the intersections with partner products and services.
• Participate in and deliver Business Reviews and executive briefings
• Demonstrate our offerings to partners and customers, both on-site and remotely.
• Work with partners to deliver and lead Proof of Value engagements to a successful outcome.
• Conduct training, enablement, and partner certification sessions.
• Overcome technical sales obstacles using creative and adaptive approaches.
• Communicate and deliver product messaging at all levels, from an SE-level deep dive to a C-level elevator pitch.
• Willing to travel 20%

Business Knowledge and Experience

• Experience working with MSP/MSSP organizations and Partners and Alliances
• Self-starter with challenger mindset, and ability to own and drive technical initiatives that are innovative and groundbreaking
• History of conducting large-scale assessments and/or evaluations, including managing expectations, deliverables, and complex systems as well as the teams that support them
• Comfortable presenting to individuals and/or teams including technical staff through C-suite
• Full stack experience, including cloud/SaaS platforms, data, network, endpoint, NOC/SOC, or MSP-related cybersecurity and/or observability
• Experience selling and positioning a data or observability platform is highly valued
• Domain experience in at least one of the following areas: Big Data, Application Performance Management, Security & Compliance, Business Intelligence & Web Analytics, Operational Intelligence, ITOA, App/Dev Lifecycle, Artificial Intelligence, and Internet of Things.
• Previous experience working in or with Managed Service Providers or System Integrators.
• Understanding of primary sales drivers for large scale partners and alliances
• Ability to participate in account/business planning sessions to identify new and follow-up solutions, services, and education opportunities.
• Ability to develop and articulate business value.

Requirements:

• 5+ years of hands on technical experience, either as a Sales Engineer, Partner Technical Pre-Sales Engineer, Security Engineer or senior level Product Manager
• Strong written and verbal communication skills.
• Bachelor of Science degree in EE, CE, Computer Science, MIS, or Business.

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: $196,000.00 - 269,500.00 per year

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

On Target Earnings: $182,000.00 - 250,250.00 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.

Thank you for your interest in Splunk!