Senior Partner Sales Manager

Sumo Logic; United States; Remote; USD 140,000 - 210,000; Full time

Job summary

Sumo Logic, Inc. is seeking a Senior Partner Sales Manager to own the development of MSP/MSSP partnerships and drive revenue through sell-with and sell-through strategies.

You will collaborate with Senior PSM, Sales, Marketing, and Product Management to enable partners, drive GTM initiatives, and pursue sales opportunities. You will enable service providers to drive platform utilization, support revenue growth, and minimize churn.

Qualifications

• 10+ years in an account executive or channel partner role with quota attainment.
• Strong understanding of cyber security landscape, cloud-based solutions and the power of SaaS.
• Willingness and ability to travel up to 50% of the time in the UK&I & Nordics.

Responsibilities

• Enable partners to drive utilization of the Sumo platform within a Service Provider together with the Distribution partner.
• Provide ongoing cross-functional support to increase revenues and minimize churn.
• Liaise with Sumo Marketing to drive pipeline generation with the Distribution partner through the SP, leading to customer wins.
• Drive adoption of Sumo programs for SPs within the assigned territory / segment.
• Be a conduit for SPs and Sumo’s end-user sales team to drive end-customer wins with the SP.
• Lead the cross-functional relationship with the Distribution partner to ensure enablement, co-marketing, pipeline generation, and ARR growth.

Skills

Partner sales

SaaS sales

Cybersecurity awareness

Channel partnerships

Job description

As a Senior Partner Sales Manager for MSP/MSSP’s, you will own the partner development opportunities with key Sumo Logic Service Providers. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) 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 closely with our Senior PSM, Sales, Marketing, and Product Management teams.

Responsibilities

• Focused on enabling partners to drive utilization of the Sumo platform within a Service Provider (SP) together with the assigned Distribution partner.
• Provide on-going cross functional support to increase revenues and minimize churn.
• Liaise with Sumo Marketing to drive pipeline generation together with the Distribution partner through the SP, resulting in end-customer acquisition and expansion.
• Drive adoption of Sumo programs for SPs within assigned territory / segment
• Be a conduit for SPs and Sumo’s end-user sales team where necessary to drive end-customer wins together with the SP.
• Lead the cross-functional relationship with assigned Distribution partner to ensure effective enablement, co-marketing, pipeline generation, and increased ARR

Performance Metrics

• Weekly forecast of KPIs and activities that drive the success of your business
• Enablement and pipeline generation initiatives
• ARR growth and retention of assigned SPs
• Quarterly Business Reviews (QBR) with Distribution partner and select SPs

Required Qualifications and Skills

• 10+ years of experience in an Account Executive, or Channel Partner role where you have exceeded your sales plan each year and document the success
• Understanding of cyber security landscape, cloud based solutions, and the power of SaaS
• Ability to travel up to 50% of the time in the UK&I & Nordics

Desirable Skills

• Creative thinking, you look for new opportunities and ways to increase value of partnerships
• A challenger mentality to sell valuable disruptive change within partners

About Us

Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. Built to address the increasing complexity of modern cybersecurity and cloud operations challenges, we empower digital teams to move from reaction to readiness—combining agentic AI-powered SIEM and log analytics into a single platform to detect, investigate, and resolve modern challenges. Customers around the world rely on Sumo Logic for trusted insights to protect against security threats, ensure reliability, and gain powerful insights into their digital environments. For more information, visit www.sumologic.com.

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