Senior Director, Global Partner Sales, Service Providers
We seek a high-energy, driven, results-oriented Partner Sales leader with solid technology, Service Provider, and GTM sales experience. This selected candidate will lead and manage the worldwide Service Provider sales organization within the Worldwide Partner Organization. Accountable for growing the security and observability business by achievement in revenue, gross margin, market penetration, and installed base retention.
Responsibilities
- Drives and supports SP-focused business models, go-to-market strategies, and sales/marketing initiatives for territory effectiveness.
- Ensures optimal and increased account coverage by teaming with CTO, Partner Solutions Architects, Product Marketing, Field Marketing, Product Management, and Customer Success organizations.
- Able to manage and influence cross-functional teams to overachieve against organizational goals.
- Supports sales leadership and front-line sales in developing key and/or complex account opportunities.
- Works hand in hand with the sales leadership to collaborate on joint opportunities.
- Be the voice of the SP on key matters like roadmap and platform capabilities.
- Communicate and collaborate with Finance, Support, Operations, Product Management, and Senior Management on all Sales related issues for the SP business.
- Ensure that all Sales Opportunities are entered, tracked, and worked within Sumo's CRM and that all notes are always to a high-quality standard.
- Utilize the MEDPPICC selling process to increase win rate and forecast accuracy.
- Develop and implement continuous process improvement to ensure SP satisfaction and company efficiency are maintained at a high standard.
- Provide and develop sales forecasting models for the region and track performance against the submitted quarterly forecast. Regular communication of the performance vs forecast is required at all times.
- Own the SP program development to attract and sustain high-quality SP's in Sumo's ecosystem.
- Lead a team of Partner Sales Managers that are dedicated to the growth and business excellence of Sumo's SP community.
Qualifications and Skills
- 10-years of successful selling and supporting enterprise solutions with Service Providers
- Proven leadership and mentoring skills
- Must have a New Business / Hunting mentality
- Relationship management expertise with proven ability to retain and grow accounts
- Excellent communication skills
- Strong financial and analytical skills
- Experience working with any of the big three cloud providers (AWS, Azure, GCP)
- Experience in the area of log management and/or security
- Ability to travel up to 50%
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