Senior Director, Global Partner Sales, Service Providers

We seek a high-energy, driven, results-oriented Partner Sales leader with solid technology, Service Provider, and GTM sales experience. This selected candidate will lead and manage the worldwide Service Provider sales organization within the Worldwide Partner Organization. Accountable for growing the security and observability business by achievement in revenue, gross margin, market penetration, and installed base retention.

Responsibilities

• Drives and supports SP-focused business models, go-to-market strategies, and sales/marketing initiatives for territory effectiveness.
• Ensures optimal and increased account coverage by teaming with CTO, Partner Solutions Architects, Product Marketing, Field Marketing, Product Management, and Customer Success organizations. 
• Able to manage and influence cross-functional teams to overachieve against organizational goals.
• Supports sales leadership and front-line sales in developing key and/or complex account opportunities.
• Works hand in hand with the sales leadership to collaborate on joint opportunities.
• Be the voice of the SP on key matters like roadmap and platform capabilities.
• Communicate and collaborate with Finance, Support, Operations, Product Management, and Senior Management on all Sales related issues for the SP business.
• Ensure that all Sales Opportunities are entered, tracked, and worked within Sumo’s CRM and that all notes are always to a high-quality standard.
• Utilize the MEDPPICC selling process to increase win rate and forecast accuracy.
• Develop and implement continuous process improvement to ensure SP satisfaction and company efficiency are maintained at a high standard.
• Provide and develop sales forecasting models for the region and track performance against the submitted quarterly forecast. Regular communication of the performance vs forecast is required at all times.
• Own the SP program development to attract and sustain high-quality SP’s in Sumo’s ecosystem.
• Lead a team of Partner Sales Managers that are dedicated to the growth and business excellence of Sumo’s SP community.

Qualifications and Skills

• 10-years of successful selling and supporting enterprise solutions with Service Providers
• Proven leadership and mentoring skills
• Must have a New Business / Hunting mentality
• Relationship management expertise with proven ability to retain and grow accounts
• Excellent communication skills
• Strong financial and analytical skills
• Experience working with any of the big three cloud providers (AWS, Azure, GCP)
• Experience in the area of log management and/or security
• Ability to travel up to 50%

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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 Sumo Logic SaaS Analytics Log Platform, which 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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The expected annual base salary for this position is $172,500 - $233,280. Compensation varies based on a variety of factors which include (but aren’t limited to) role level, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible to participate in our bonus or commission plans, as well as our benefits offerings, and equity awards.