Senior Partner Sales Manager

Sumo Logic; Seattle (WA); On-site; USD 80,000 - 130,000; Full time

Job summary

Join a forward-thinking company as a Partner Sales Manager, where you will drive partner development opportunities and revenue growth in the Pacific Northwest. This role requires a strategic mindset and a proven track record in enterprise software sales and partner ecosystems. You will be responsible for managing partnerships, enabling sales initiatives, and collaborating with various teams to achieve business goals. The ideal candidate will thrive in a dynamic environment, demonstrating strong problem-solving abilities and a commitment to building successful partnerships. If you are ready to make an impact in a fast-paced industry, this opportunity is for you.

Qualifications

• 7+ years in software Enterprise Sales & Partner development.
• Experience with Fortune 1,000 companies and SaaS Partner ecosystems.

Responsibilities

• Identify and recruit new Partner organizations to expand sales reach.
• Develop regional Partner business plans to achieve revenue metrics.
• Manage regular business reviews between Sumo Logic and Partners.

Skills

Enterprise Sales

Partner Development

Cloud Infrastructure

SaaS Sales

Sales Forecasting

Problem Solving

Stakeholder Management

Cross-Training

Education

BA/BS Degree

Tools

SFDC

Job description

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.

Responsibilities

• Identify, recruit and operationalize new Partner organizations to help expand Sumo Logic’s indirect sales reach within the Pacific NW territory.
• Build a regional Partner business plan within the 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.

Required Qualifications and Skills

• Minimum 7+ years’ in software Enterprise Sales & Partner development combined.
• Prefer 5+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 5+ 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.
• 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.
• Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals.
• Ability to travel 30-50% of the time.
• BA/BS degree required. Technical competence strongly preferred.

About Us

Sumo Logic, Inc. empowers the people who power modern, digital business. Sumo Logic enables customers to deliver reliable and secure cloud-native applications through its Sumo Logic SaaS Analytics Log Platform, which helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers worldwide rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.

Must be authorized to work in the United States at time of hire and for duration of employment. At this time, we are not able to offer nonimmigrant visa sponsorship for this position.