apac gsi/msp director

2 weeks ago

Melbourne, Victoria, Australia Splunk Full time

Sales Hybrid Remote, North Sydney, Australia / Melbourne, Australia

Director GSIs Alliances (APJ) and MSP Motion

Reporting to the Head of Partner Organization in APJC, this role will collaborate closely with Theater Leaders across APJ to drive initiatives with GSIs that grow their Splunk business. The successful candidate will:

  • Set the overall GSI partnership strategy and own annual planning, including joint investments and execution plans.
  • Manage and Build relationships with key GSI stakeholders, driving Partner impacted Splunk revenue.
  • Own MSP strategy and execution, helping to recruit and scale MSP partnerships.
  • Coach and lead a small team while also being hands-on in co-selling activities and partner enablement.
Key Responsibilities

Develop & Execute Joint Co-Selling Strategies

  • Drive vertical sales plays in collaboration with GSIs to solve customer problems and accelerate Splunk adoption.
  • Integrate an MSP-focused sales motion into GSI-led opportunities to broaden market reach and revenue streams.

Build & Nurture GSI Relationships

  • Establish new partnerships and strengthen existing relationships with key GSI leaders, focusing on strategic alignment with Splunk's solutions.
  • Act as a builder, comfortable working from ground zero to cultivate trust and mutual investment.

Annual Partnership Planning

  • Lead the annual planning process with GSI partners, setting joint objectives, identifying target customers, outlining pipeline goals, and defining execution timelines.
  • Ensure joint investments are allocated effectively to drive maximum impact.

Cross-Functional Collaboration

  • Work closely with Splunk's Sales Engineering and Product Teams to evangelize Splunk's product offerings and roadmap within GSI practices.
  • Partner with Splunk's Sales leadership to ensure seamless account alignment and foster cooperative relationships with GSI Security/Technology leads.
  • Own and drive the APJ pipeline with GSIs, leveraging Splunk's platform and MSP capabilities to achieve shared growth objectives.
  • Champion Splunk solutions internally and externally, ensuring GSI partners have the necessary enablement tools and resources to succeed.
What You'll Bring to the Role
  • 8+ years of experience building alliances with Global Systems Integrators, including co-marketing, joint investments, practice creation, COE development, joint sales planning, and pipeline development.
  • Deep connections into and recent experience working with GSIs, especially in the cybersecurity or cloud domains.
  • Demonstrated success co-selling with GSIs into large customers (Global 2000), preferably with an emphasis on managed services (MSP) offerings.
  • Proven track record as a builder, able to establish and grow strategic partnerships from the ground up.
  • Existing relationships with key GSIs that can be leveraged to accelerate Splunk's expansion in the APJ region.
  • Strong communication and interpersonal skills, with the ability to influence executive stakeholders within both Splunk and partner organizations.

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.

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