Remote Director Global Alliances

Summary

Join us as a Director, Global Alliances and manage relationships with strategic cloud and technology partners to drive sustainable business growth.

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

Responsibilities

• 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
• 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
• 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