Partner Development Manager, EMEA, AWS Strategic Alliance Lead

We are a company filled with people who are passionate about our solutions and seek to deliver the best experience and outcomes for our customers. At Splunk, we’re committed to our work, customers, having fun, and most importantly to each other’s success.

The Partner Development Manager for Amazon Web Services (AWS) will lead Splunk’s long-term EMEA wide GTM strategy, engagement, and sales execution plan with Splunk’s largest global cloud alliance partner across Europe, Middle East & Africa and is part of the EMEA Partner organization leadership team. This hard-working professional will build, drive, own, and execute the business plan to scale the growth of Splunk’s business through the AWS alliance across the EMEA.

In this role, you will be the virtual leader of the EMEA AWS Cloud Service Provider (CSP) Route-To-Market (RTM) team to expand the value of our AWS alliance through new business finding, expansion into new use-cases and buying centers, and reach into new customers to increase incremental revenue. You will interlock across the Splunk field sales and sales leadership teams to drive co-selling motions with AWS and accelerate execution in the field through AWS programs. Your territory plan will be in alignment with our team vision, mission, and goals, our global AWS all-up strategy, our sales initiatives, and AWS's priorities for the Splunk partnership. You will set the EMEA strategy with AWS in alignment with the EMEA Partner & Sales strategy.

Additionally, you will partner with our AWS Global Alliances Director and key teams aligned to the AWS alliance (Global Alliance Director, Marketing, Operations, Technology Solutions) to drive sales enablement, demand generation, and marketing activities and joint solutions.

• Build and run Splunk’s EMEA GTM partnership strategy with AWS: strategy development, engagement plans, execution plan, and alignment of GTM functions including Use Case sales motions and pipeline development strategies.
• Engage with Splunk and AWS Executives to successfully launch offerings through co-selling motions, driving business growth for Splunk, AWS, and our SI/MSP/Channel partners.
• Build a cohesive strategy and ONE team with your technical and regional counterparts, prioritising pipeline generation and business development activities.
• Expand Executive relationships and mapping across AWS’ Sales, Partner and Technical organisation and Alliance teams and own EMEA wide QBRs.
• Coordinate go-to-market execution with regional Partner teams and continuously manage alliance performance metrics and outcomes.
• Drive AWS to build and progress qualified pipeline in AWS sourced iACV opportunities that will lead to incremental bookings for Splunk.
• Working with Partner Marketing, develop AWS/Splunk collateral and resources that can be used for both internal/sales enablement as well as for end-customers.
• Support AWS/Splunk regional events including AWS Summits, Splunk Technical Symposiums, SKO’s, etc., and how each will be optimised across EMEA.
• Maximise how AWS and Splunk programs including Splunk Partnerverse, Marketplace, and AWS incentive programs will work together.
• Identify and streamline tools and processes to scale and grow business across all functional areas.
• Establish engagement and communication plan - both Splunk and AWS.
• Prepare and give business reviews to senior management teams.
• Meet and exceed incremental revenue and business planning targets.
• Ability to work strategically with a strong business sense.

• Recent and detailed solid understanding of AWS or Hyperscale Cloud Providers (5 years but 8+ years preferred).
• 10+ years of experience within Software and/or SaaS companies.
• Extensive experience running virtual teams across functions and geographies.
• Strong executive presence.
• Sales background preferred.
• Strong verbal and interpersonal skills with the ability to articulate sophisticated concepts to cross-functional teams.
• A strong, verifiable background in building revenue-generating relationships.
• Self-motivated, positive, hard-working professional with the ability to thrive in a fast-paced, high-growth, dynamic culture.
• Strong problem-solving skills and ability to think strategically and creatively about business problems.
• Ability to work towards business outcomes.
• Does not shy away from driving the strategy “hands-on.”
• Embrace change and contribute to the overall success of Splunk.
• Preferred location London/UK.
• Travel 25% up to 50%.
• Cover letter recommended - include your experience with AWS or similar cloud experience and why you'd be a good candidate.

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.