Partner Sales Manager - ANZ

Sumo LogicSydney, New South Wales, Australia

On-site Full-time

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Experience Level

Manager

Qualifications

To excel in this role, candidates should have a robust background in enterprise sales and partner development, with a keen understanding of the software and SaaS industries. Experience with major cloud platforms and a strategic mindset towards building effective partnerships will be essential.

About the job

Partner Sales Manager, ANZ

Join Sumo Logic as a Partner Sales Manager where you will lead the charge in developing strategic partnerships with key Sumo Logic partners, including AWS, SIs, MSPs, consulting organizations, and VARs. In this pivotal role, your strategic mindset will drive revenue growth through both 'sell with' and 'sell through' initiatives across our enterprise sector. You will take ownership of the partner relationship, ensuring the partnership's success through enablement, go-to-market (GTM) strategies, and sales opportunities. Collaboration will be key as you work closely with Sales, Marketing, and Product Management teams, serving as the primary liaison for our technical alliances.

Key Responsibilities:

Identify and recruit new partner organizations to enhance Sumo Logic's indirect sales capabilities within your designated territory.
Develop a robust regional partner business plan with clear goals and milestones to achieve partner-sourced revenue metrics while addressing partner capacity gaps.

Create a detailed regional partner map to outline current capabilities, capacity, and gaps.
Facilitate sales and technical cross-training initiatives with internal and partner stakeholders to promote Sumo Logic’s solutions.
Collaborate with field teams on demand generation initiatives and marketing campaigns.
Manage assigned regional partners to meet agreed sales targets.
Conduct regular business reviews with partners to assess performance and opportunities.

Work alongside direct sales teams on various channel-oriented opportunities.
Maintain a precise sales forecast in Salesforce (SFDC).

Desired Qualifications, Skills, and Experience:

At least 10 years of combined experience in software enterprise sales and partner development.

Preferred: Minimum of 5 years successfully selling enterprise software or SaaS to Fortune 1000 companies, alongside 5 years of experience building a partner ecosystem within a SaaS model.
Strong understanding of the cloud infrastructure ecosystem is highly desirable.
Familiarity with how logs support security and DevOps use cases is a plus.

Proven ability to navigate and manage complex sales cycles with multiple stakeholders.
Direct experience in creating and executing partner business plans at both global and regional levels.

About Sumo Logic

Sumo Logic is a leading cloud-native machine data analytics company that empowers organizations to harness the power of their data to drive business success. We offer innovative solutions that help enterprises monitor, analyze, and secure their data in real-time.

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