AVP, EMEA Go-To-Market (GTM) Partners

Splunk ,
London, Greater London
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Job Description

Position: AVP, EMEA Go-To-Market (GTM) Partners Location: Ideally located in one of Splunk's key EMEA business hubs. London/UK or the Netherlands preferred The Opportunity Join us as we pursue our disruptive new Data-to-Everything vision. Now organizations no longer need to worry about where their data is coming from, and they are free to focus on the business outcomes that data can deliver. Innovators in IT, Security, IoT and business operations can now get a complete view of their business in real time, turn data into business outcomes, and embrace technologies that prepare them for a data-driven future. Sales leaders at Splunk are builders ; they build high performing teams , strategic relationships with customers, partners and colleagues, complex enterprise deals and territories that deliver predictable and sustainable results. Success in a steady and predictable business doesn't translate to success at Splunk. Splunk leaders embody a Growth Mindset in everything they do. They inspire excellence , drive exceptional performance and work as a team to rise above constraints - always living Splunk values to create a world-class place to work . The successful leader here has experience delivering results today, while looking ahead and planning for 50% growth . They thrive on navigating complex networks and building relationships internally and externally to solve problems. For the leader that can bring these elements together, Splunk is an environment that can truly be a career defining experience. The Role Splunk is one of the world's fastest growing enterprise software companies , and the Partner Organisation is an integral part of this success. Reporting into the VP, Global Partners and working in close partnership with the VP EMEA Sales and other key functional leaders, the AVP EMEA GTM Partners drives a critical revenue and growth engine for the region. This leader is responsible for accelerating growth through leading, developing, building and maintaining a sustainable and profitable ecosystem of key Partners that sell, implement and support Splunk Products across EMEA. This role is about delivering results today while transforming for the future. The vast majority of Splunk deals in EMEA close through our partner ecosystem, so this leader needs to be focused on building a team that works hand in hand with our direct sales organization to deliver results today. At the same time, industry leading scalable growth will mean transforming our partner ecosystem on a strategic level through direct alignment with our global partner functions. The AVP, EMEA GTM Partners is responsible for managing the Partner Sales teams which comprises of Partner and Alliances Sales Leaders, their teams, and an ecosystem of Partners spanning Value Added Resellers, Distributors, Managed Service Providers, and SI/Consulting Partners. The successful individual has an extensive understanding of the Partners' business, the territories and verticals in which they compete, their corresponding strategies and initiatives, and how to manage activities to enable both Partner and Splunk success. Developing and maintaining trusted relationships with senior level decision makers and other key personnel within the Partner ecosystem is an important element of this role. The AVP EMEA GTM Partners and their team will also work with Partners and Field Sales teams on joint engagements, especially while the Partner ecosystem is being transformed; significant high touch joint account engagement will be required. Demonstrating to the Partners how to drive a successful sale cycle, properly position Splunk products, and collaborating with the field sales teams to close deals will be a critical part of this role, especially while new Partners are coming up to speed on working with Splunk. At Splunk, we know that building an inclusive workforce that reflects the diversity of our customers and communities makes us a better organization in every way. The successful candidate has a proven track record of attracting diverse top talent and leading cohesive teams that scale with the business. Key Responsibilities: * Take accountability for Splunk's EMEA Partner business plan, strategy and execution ensuring alignment with Splunk's overall strategy to drive top line revenue growth * Drive, manage and grow joint sales pipelines across all motions to sell Splunk to MSPs, sell through and sell with all Partner types to meet and exceed revenue targets * Lead and coach the Partner Sales team in driving a successful strategy and model that supports business success and contributes to accelerating the expansion of Splunk's footprint across the EMEA region * Actively lead and drive the recruitment of all new and appropriate Partners and develop the Splunk business across all the priority territories in EMEA * Develop a joint value proposition for each Partnership and communicate internally and externally. Build business plans with timelines, success metrics and planne

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