Partner Alliance Manager - Splunk PBST

Partner Alliance Manager Public Sector

This position can be performed remotely from any US location.

Due to our expansive growth, we are seeking an experienced sales professional to join our team as a Partner Alliance Manager Public Sector. The focus of the role is to drive System Integrator partners adoption/incorporation of Splunk technologies & services into their SLED Program initiatives. (Sell Thru/with). You will have a track record of building and maintaining relationships with System Integrators and driving adoption of enterprise IT software solutions in new and existing programs, as well as enterprise architectures for repeatable GTM.

Responsibilities

• Build and maintain relationships with System Integrators in public Sector Understand the business model and sales cycle; establish relationships with the business development, technical, and program teams within your assigned partners.
• Elevate Splunk's strategic status with your partners, drive executive, capture, and technology relationships, push go-to-market solutions that will allow partners to discriminate in the FED and SLED markets and influence end-user requirements.
• Assist with PBST program sales strategies engage and coordinate with Splunk sales, BD & capture management teams to identify relevant SI's, develop program specific value propositions and bid strategies.
• Drive adoption of Splunk technology & services during the program capture phase.
• Drive adoption of Splunk technology & services in existing and new programs Understand the key existing programs and large contracts held by our partners. Negotiate positions on SI teams and work with partners to identify opportunities to expand use cases and scope.
• Manage pipeline reporting for your SI partner opportunities and revenue influenced by your assigned SI Partners.

Minimum Qualifications

• 7+ years direct, or integrator experience within SLED
• Understands major initiatives and programs that could drive significant revenue for Splunk, has contacts at key at System Integrators and IT ecosystem partners
• 4+ years of experience & demonstrated success working with major public sector integrators in a sales & business development capacity on program capture and delivering revenue on SLED software programs
• Demonstrated success in winning Multi-million dollar large SLED programs - ideally SaaS/Software solutions
• Ability to travel 30%+

• Must currently be authorized to work in the United States on a full-time basis

Preferred Qualifications

• 10+ years direct, or integrator experience within SLED
• 5+ years of experience & demonstrated success working with major public sector integrators in a sales & business development capacity on program capture and delivering revenue on SLED software programs
• 3+ years experience partnering with Accenture and/or Deliotte
• Strong business insight and negotiation abilities
• Executive presence, with excellent verbal and written communications skills
• Standout colleague, successful working across organizations and structuring new approaches to pursue and close opportunities
• Ambitious strong work ethic, creative, inventive, "get it done" attitude
• A consistent overachievement of sales goals
• Bachelor's degree or equivalent job experience

Why Cisco?

At Cisco, we're revolutionizing how data and infrastructure connect and protect organizations in the AI era and beyond. We've been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you'll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.

Message to applicants applying to work in the U.S. and/or Canada:

The starting salary range posted for this position is $274,900.00 to $367,200.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits.

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco's plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks. Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco's policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
• 1 paid day off for employee's birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
• Exempt employees participate in Cisco's flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
• Additional paid time away may be requested to deal with critical or emergency issues for family members
• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco's policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:

• .75% of incentive target for each 1% of revenue attainment up to 50% of quota;
• 1.5% of incentive target for each 1% of attainment between 50% and 75%;
• 1% of incentive target for each 1% of attainment between 75% and 100%; and
• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

$313,400.00 - $460,000.00

Non-Metro New York state & Washington state:

$293,300.00 - $443,400.00

* For quota-based sales roles on Cisco's sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.

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