As the DACH Partner Sales Manager, you will own the partner development opportunities with crucial Sumo Logic Partners (e.g., AWS, Systems Integrators, Managed Service Providers, Consulting Organizations, and Value Added Resellers). As a strategic thinker with a focus on driving revenue ("sell with" and "sell through") across the DACH Enterprise Business, you will view every potential challenge as an opportunity with your problem-solving mindset. You will be responsible for the overall success of each Partnership, including partner 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 the DACH territory and make a significant impact at Sumo Logic. 

Responsibilities:

• Identify, recruit, and operationalize new Partner organizations from zero to one and beyond to help expand Sumo Logic's indirect sales reach within the DACH territory. 
• Build the regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics and address certified Partner capacity gaps 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 5+ years' in Software Enterprise Sales & Partner development combined
• Prefer 10+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and a minimum of 3+ years of experience building and recruiting a brand new Partner ecosystem within a SaaS model
• A pre-existing understanding of the Cloud Infrastructure/ Hyper-scale ecosystem is highly preferred
• Experience and 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 regional Partners with an emphasis on boutique Value Added Resellers.
• Experience working in a start-up environment is essential. This means...
• Must be comfortable operating in an environment where we are often still building/ optimizing the day-to-day processes and systems.
• 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 crucial.
• Experience building a modern SaaS partner ecosystem from scratch with little prior brand recognition within the region you were responsible.
• Ability to travel 30-50% of the time
• BA/BS degree required. Technical competence is 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 SaaS analytics platform. The Sumo Logic Continuous Intelligence Platform™ 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.

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