Director, Global Alliances

Summary of role

This individual will manage the relationships with our strategic cloud and specific technology partner relationships, building long-lasting relationships to drive sustainable business growth. The ideal candidate should actively work towards sourcing and influencing partner sales pipeline, building programs for scale through account-level relationships with go-to-market teams, deeply understanding cloud hyperscaler and their partner ecosystem for ‘better together’ opportunities, and driving product/service innovation together with the product management and engineering teams. 

Key Responsibilities:

• Executive:
• Drive QBR process and various executive level briefings
• Active participation in strategic contract negotiations including PPA and SCA
• Internal engagements on strategic alignment with cross-functional leaders

• Go-to-Market:
• Co-develop co-selling plan with strategic alliances
• Build programs and individual relationships to drive partner initiated new opportunities
• Define sales plays (message, personas, value prop for alliance sellers and customers, etc.) aligned with alliance priorities
• Create and influence collateral to support defined sales plays
• Enablement of alliance sales teams 
• Define accounts to collaborate and Marketing tactics to support sales plays
• Collaborate with internal teams to ensure that alliance programs are effectively communicated, implemented and executed to achieve desired results
• Marketplace route to market processes and program execution 

• Innovation:
• Spearhead specific competencies and accreditation attainment pertinent to Sumo Logic’s strategy with alliance partner
• Business development to be in front of cue for critical co-development and service launches, coordinating heavily with Product Management, Engineering, Product Marketing, and Partner/Field Marketing
• Program management collaboration with delivery teams and align them with cloud hyperscaler to ensure successful project delivery.

Requirements:

• Strong knowledge of cloud hyperscaler services and solutions, AWS expertise and personal network a priority
• Excellent communication and negotiation skills
• Ability to build and maintain strong relationships with partners
• Self-starter with the ability to work independently and in a team environment
• Strong analytical and problem-solving skills; do not present problems, offer solutions
• Travel 25-40%
• Experience in a logs analytics, cyber security, observability is strongly preferred
• Experience in sales or marketing preferred, with Growth mindset.

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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 $150,000 - $162,000. 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.