Partner Sales Manager at Sumo Logic

Sydney, New South Wales, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, SoftwareIndustries

Requirements

Minimum 10+ 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
Prefer 5+ years of experience developing a Partner ecosystem within a SaaS model
Understanding of Cloud Infrastructure ecosystem highly preferred
Understanding of how logs support Security and DevOps Use Cases 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 emphasis on security service providers
Experience working in start-up environments essential (comfortable building/optimizing processes/systems, setting priorities, focusing on details, motivating teams)
Ability to travel 30-50% of the time
BA/BS degree required; technical competence strongly preferred

Responsibilities

Identify, recruit and operationalize new Partner organizations to 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
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 opportunities
Maintain and report an accurate sales forecast in SFDC
Own partner development opportunities with key Sumo Logic Partners (e.g., AWS, SIs, MSPs, Consulting organizations & VARs), driving revenue (“sell with” and “sell through”) across enterprise business
Collaborate with Sales, Marketing, and Product Management as the focal point for technical alliance Partners
Manage and grow overall Partners leveraged revenue objectives within an assigned geographic territory (ANZ)

Skills

Partner Development

Enterprise Sales

SaaS Sales

Salesforce

GTM Strategy

Demand Generation

Revenue Forecasting

Sales Enablement

Business Planning

Sumo Logic

Cloud-based data analytics and security platform

About Sumo Logic

Sumo Logic provides data analytics and security tools that help businesses collect, analyze, and visualize large datasets. Their cloud-based platform allows medium to large enterprises in various industries to manage their data efficiently and securely from anywhere. Unlike many competitors, Sumo Logic operates on a subscription model, offering scalable solutions that enable clients to budget their expenses predictably. The company's goal is to empower businesses to make informed decisions and enhance their operational efficiency and security.

Redwood City, CaliforniaHeadquarters

2010Year Founded

$330.8MTotal Funding

IPOCompany Stage

Data & Analytics, Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Competitive base salary + bonus + RSU's

Unlimited PTO + 12 company holidays + 4 quarterly wellness days

100% remote or in office

Employee stock purchase plan- ESPP

Medical, Dental, Vision

Paid Parental leave

Risks

Increased competition from companies like Magna5 could threaten market share.

Free data ingest model may lead to revenue challenges if not enough paying customers.

Rapid global data growth could overwhelm infrastructure, affecting service reliability.

Differentiation

Sumo Logic offers a cloud-native platform for real-time machine data analytics.

The company provides a unique Flex Licensing model for unlimited log data ingest.

Sumo Logic's Cloud SIEM solution automates threat detection and provides contextualized threat insights.

Upsides

Expansion into South Korea opens new customer bases in the Asian market.

Recognition as a Challenger in Gartner's Magic Quadrant enhances credibility and attracts clients.

Flex Licensing model removes cost barriers, potentially increasing customer acquisition.

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