Partner Technical Manager – Msp – Managed Service Provider

Partner Technical Manager – Msp – Managed Service Provider

Requirements

• 5+ years of hands on technical experience, either as a Sales Engineer, Partner Technical Pre-Sales Engineer, Security Engineer or senior level Product Manager
• Strong written and verbal communication skills.
• Bachelor of Science degree in EE, CE, Computer Science, MIS, or Business.

Responsibilities

• Partner with architects and technical leaders at Splunk’s most strategic partners to define and develop technical and business strategies.
• Understand and internalize partner solution architectures. Identify where Splunk products can have the most impact. Secure partner commitment to build net-new solutions on Splunk+Cisco products.
• Identify, shape and size complex opportunities across Splunk’s global consulting and IT Service Provider partners.
• Responsible for crafting and presenting technical content, whiteboard sessions and iteration through possible technical designs to recommend the best option.
• Establish and maintain leverage-able relationships with key technical staff and leadership at key partners.
• Assemble and share best-practice knowledge among the worldwide Splunk and partner technical sales community.
• Discovery of MSP application stacks to understand the tools and software the provider uses to manage their infrastructure, support services, and deliver client solutions. Drive the technical discovery process involving a series of steps to gather detailed information about the partner’s architecture, tools, and how they interact within the overall environment.
• Work in close collaboration with Splunk Partner executives to build and implement a technical business plan.
• Design and launch differentiated solution offerings. Serve as a technical liaison between customers, partners, service engineering teams and support.
• Demonstrate Splunk products and services, including the intersections with partner products and services.
• Participate in and deliver Business Reviews and executive briefings.
• Demonstrate our offerings to partners and customers, both on-site and remotely.
• Work with partners to deliver and lead Proof of Value engagements to a successful outcome.
• Conduct training, enablement, and partner certification sessions.
• Overcome technical sales obstacles using creative and adaptive approaches.
• Communicate and deliver product messaging at all levels, from an SE-level deep dive to a C-level elevator pitch.
• Willing to travel 20%.

Preferred Qualifications

• Experience working with MSP/MSSP organizations and Partners and Alliances
• Self-starter with challenger mindset, and ability to own and drive technical initiatives that are innovative and groundbreaking
• History of conducting large-scale assessments and/or evaluations, including managing expectations, deliverables, and complex systems as well as the teams that support them
• Comfortable presenting to individuals and/or teams including technical staff through C-suite
• Full stack experience, including cloud/SaaS platforms, data, network, endpoint, NOC/SOC, or MSP-related cybersecurity and/or observability
• Experience selling and positioning a data or observability platform is highly valued
• Domain experience in at least one of the following areas: Big Data, Application Performance Management, Security & Compliance, Business Intelligence & Web Analytics, Operational Intelligence, ITOA, App/Dev Lifecycle, Artificial Intelligence, and Internet of Things.
• Previous experience working in or with Managed Service Providers or System Integrators.
• Understanding of primary sales drivers for large scale partners and alliances
• Ability to participate in account/business planning sessions to identify new and follow-up solutions, services, and education opportunities.
• Ability to develop and articulate business value.