Partner Sales Manager

| Greater Denver Area


About Us
· What we do:
We are a cloud-native SaaS machine data analytics platform, solving complex monitoring problems for DevOps, SecOps and ITOps teams. Customers love our product because it allows them to easily monitor and optimize their mission critical, large scale applications.
 
· Mission:
Democratize machine data analytics through the Sumo Logic platform, bringing real-time data insights securely through the cloud.
 
· Massive Scale:
Our microservices architecture in AWS ingests hundreds of terabytes daily across many geographic regions. Millions of queries a day analyze hundreds of petabytes of data.
 
· Funding and Growth:
We have received $235 million in funding to date. Investors include Greylock Partners, Sutter Hill Ventures, Accel Partners, Sequoia Capital, Sapphire Ventures and DFJ Growth. Our recurring revenue and customer base are growing steadily. We serve over 1,600 customers across the globe including AirBnB, Alaska Airlines, Anheuser Busch, Hootsuite, Hearst, Hudl, Major League Baseball, Marriott, Medidata, Sauce Labs, Samsung SmartThings, SPS Commerce, Twitter, Telstra, Toyota, Zuora and more.

Partner Sales Manager – This role is based in our Denver, CO offices supporting our South West and Rockies Sales Teams.

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 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 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.

Desired Qualifications, Skills and Experience:

  • 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 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. This means...
    • 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.
    • In high growth companies there's always more to do than people to do it. As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important
  • Ability to travel 30-50% of the time
  • BA/BS degree required. Technical competence strongly preferred.



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Technology we use

  • Engineering
    • JavaLanguages
    • PythonLanguages
    • ScalaLanguages
    • ReactLibraries
    • CassandraDatabases

Location

1001 17th Street, Denver, CO 80202

An Insider's view of Sumo Logic

What’s the vibe like in the office?

At Sumo Logic, our values aren't just fancy words on the walls. (Learning Culture, Work with Heart, One Single Agenda, Bring Light to Dark, and We're in it with Our Customers). They're core to who we are, and just as importantly, we hire folks that embody them. After all, life is way too short to work with people you don't want to hang out with.

Ted

VP of Customer Success

What's the biggest problem your team is solving?

At Sumo Logic, the trust and confidence of our Customers is our number one priority and we are proud to be the industry’s most secure cloud-native analytics service. We have an established, world-class team and together we are building trust and confidence on a Platform of Transparency, Control, and Data Security enabling collaboration at scale.

Chris

Security Compliance Manager

How do you collaborate with other teams in the company?

Marketing is truly a cross-functional department that works closely with many parts of the organization. With our Product Management team we work on go to market strategy of new solutions. With Sales we run campaigns and initiatives to bring brand awareness to Sumo Logic and in turn get buyers interested in our offerings.

Courtney

Senior Manager, Digital Marketing

What are Sumo Logic Perks + Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Highly diverse management team
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Sumo Logic's health insurance policy covers up to 100% of out of pocket expenses.
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Acme Co.'s team fitness initiatives include Sponsored race teams.
Retirement & Stock Options Benefits
401(K)
Company Equity
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Game Room
Our game room includes Ping Pong, Video Games, Darts.
Stocked Kitchen
Happy Hours
Parking
Pet Friendly
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
Customized development tracks
Paid industry certifications
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