Federal Partner Sales Manager
As the Public Sector Partner Sales Manager, you will help create and deliver on a strategy to amplify our efforts with US Federal (Civilian & DoD) Markets and Public Sector Markets. Your responsibilities as an individual contributor will include working with internal Sumo Logic teams to develop and maintain a pipeline of Federal grant initiatives that Sumo Logic can influence to leverage cloud.Internally, you will work closely with technical and business teams to identify disruptive opportunities for commercial cloud in grant-funded initiatives.Externally, you will identify ways to influence grant initiatives (both tactically and strategically) and identify and support respondents, across Educational, State, and Local Government, Not-for-Profit, and Private Sector organizations. In support of grant respondents, you will support bid/proposal approaches, technical solutions, and written proposals. You will operate in both strategic and tactical capacities and work to develop a programmatic approach to influencing and supporting US federal grant and R&D. The core objective of this role is to help drive sales within the Federal sector.The ideal candidate will possess a unique blend of business development experience, technical depth, communication skills, and entrepreneurial acumen to build a new program.You should understand common research requirements and operational models. You will have deep industry background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal Sumo Logic colleagues and external stakeholders. They will demonstrable technical depth and the expertise to inform and support innovative cloud-based solutions, proposal win themes, and technical differentiators.You will use your hands-on partner management experience to help capture and close individual contracts and large government programs around cloud.Key RequirementsDemonstrated technical depth regarding advanced computing concepts (eg, Cloud - AWS, Azure, GCP, AI/ML, etc).Account or large program management experience in the US Federal Civilian and DoDExcellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFx'sExcellent communicator who can quickly earn the respect of the team, partners, and customersSolid ability to develop, communicate, and document strategic programs and initiatives to stakeholders and executive management alikeExperience and relationships with top FSIs, ie CACI, GD, BAH, Leidos, Accenture Federal, AT&TMinimum 7+ years' in software Enterprise Sales & Partner development combinedPrefer 5+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 5+ years of experience developing a Partner ecosystem within a SaaS modelUnderstanding of Cloud Infrastructure ecosystem is highly preferredUnderstanding of how logs support Security and DevOps Use Cases is highly preferredDemonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholdersDirect experience creating and executing Partner business plans with both Global and regional sized Partners with an emphasis on security service providers.Experience working in a start-up environments is essential. This means Must be comfortable operating in an environment where there are often processes and systems that need to be built / optimized in the course of day-to-day business.In high growth companies there's always more to do than people to do it. As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very importantAbility to travel 30-50% of the timeBA/BS degree required. Technical competence strongly preferredResponsibilitiesIdentify, recruit and operationalize new Partner organizations to help expand Sumo Logic's indirect sales reach within an assigned territoryBuild a regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics and address certified Partner capacity gaps such that regional capacity exists to meet all quarterly sales requirements.Develop a comprehensive regional Partner map, outlining current Partner capabilities, capacity and gaps.Work with internal and Partner stakeholders to enable sales and technical cross-training of Sumo Logic's solutions.Work with respective field teams on demand gen initiatives and campaigns.Manage assigned regional Partners to agreed sales goals.Manage regular business reviews between Sumo Logic and Partners.Work with direct sales teams / reps on various Channel oriented oppsManage the sales-cycle including lead generation, qualification and other deliverables for closing deals while consistently delivering on aggressive sales goals.Understand accounts' needs and effectively communicate how the Sumo Logic service will meet those needs while ensuring 100% satisfaction with all customers.Provide timely and insightful input back to other corporate functions, particularly engineering, product management and marketingAssist with product demos using web tools to prospects and customers.Hunt and aggressively prospect new business.Maintain and report an accurate sales forecast in SFDC.