Partner Sales Manager, Sumo Logic
More information about location
Continuous intelligence platform for DevSecOps
Be an early applicant
Continuous intelligence platform for DevSecOps
501-1000 employees
Be an early applicant
More information about location
501-1000 employees
Company mission
TO enable organizations to transform massive amounts of data into actionable insights to prevent and remediate modern security and cloud operations challenges.
Role
Who you are
- 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. 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
- BA/BS degree required. Technical competence strongly preferred
What the job involves
- As a Partner 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)
- You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) across enterprise business 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
- 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
- Work with direct sales teams / reps on various Channel oriented opps
- Maintain and report an accurate sales forecast in SFDC
Salary benchmarks
Our take
Sumo Logic is a secure, cloud-native, machine data analytics service, delivering real-time, continuous intelligence from structured, semi-structured, and unstructured data across the entire application lifecycle and stack. And more than 2,000 customers around the globe rely on Sumo Logic, including Samsung, AirBnb, Grammarly, and Toyota.
Customers gain a multi-tenant, service-model advantage to accelerate their shift to continuous innovation, increasing competitive advantage, business value and growth.
After its IPO in 2020, February 2023 saw Sumo Logic agree to a $1.7 billion valued acquisition deal from Francisco Partners. This marked the beginning of an exciting new chapter for Sumo Logic, its parent company has a track record for acquiring successful tech and software businesses such as MyHeritage and Renaissance Learning. Exemplifying its potential in its new Francisco Partners era, Sumo Logic was named a "Challenger" company in the 2024 Gartner Magic Quadrant for Security Information and Event Management.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
May 2019
$110m
SERIES G
Jun 2017
$80.6m
SERIES F
Total funding: $350.6m
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