Senior Partner Sales Manager, GSI/MSSP
We are seeking a high-energy, driven, results-oriented Senior Partner Sales Manager to join our North America team at Sumo Logic. This role focuses on the GSI and MSSP business and requires a deep understanding of MSSP operations, service design, service launches, and go-to-market (GTM) strategies. The ideal candidate will possess a strong background in Service Provider and GSI (Global System Integrator) sales, with a proven ability to drive business growth through strategic partnerships and cross-functional collaboration.
Responsibilities
- Strategic Business Development:
- Drive and support MSSP-focused business models, GTM strategies, and sales/marketing initiatives to ensure territory effectiveness and revenue growth.
- Build strategic relationships with MSSPs to design and launch innovative services aligned with Sumo Logic’s solutions.
- Collaborative Execution:
- Collaborate with Partner Solutions Architects, Product Marketing, Field Marketing, Product Management, and Customer Success teams to enhance account coverage and deliver joint value.
- Partner with MSSPs to align with their GTM strategies and empower them with Sumo Logic’s roadmap and platform capabilities.
- Sales Leadership & Enablement:
- Manage the full sales cycle of the GSI/MSSP partner’s pipeline
- Enable and support sales leadership and front-line sales teams to develop and execute on key account opportunities.
- Be the primary advocate and voice for the GSI/MSSP community within Sumo Logic, ensuring their needs are represented in roadmap planning and platform enhancements.
- Operational Excellence:
- Drive sales forecasting models specific to the GSI/MSSP business and track performance against submitted forecasts, providing regular updates to senior management.
- Ensure optimal tracking of sales opportunities, maintaining high standards of data quality.
- Utilize MEDDPICC or similar selling methodologies to increase win rates and forecast accuracy.
- Continuous Improvement:
- Lead continuous process improvement initiatives to enhance customer satisfaction and operational efficiency.
- Serve as a liaison between MSSP partners and internal teams, facilitating collaboration with Finance, Support, Operations, and Senior Management on all sales-related matters.
Qualifications and Skills
- Experience & Expertise:
- Minimum 5 years of successful selling and supporting enterprise solutions with MSSPs or GSIs.
- Demonstrated experience in services design, launch, and GTM strategies for service providers.
- Proven track record of driving new business with a hunter mentality while managing and growing strategic accounts.
- Technical Knowledge:
- Familiarity with modern security and observability platforms, including log management and SIEM solutions.
- Experience working with one or more major cloud providers (AWS, Azure, GCP).
- Business Acumen:
- Strong financial and analytical skills to drive strategic decisions and performance monitoring.
- Relationship management expertise with the ability to influence at all levels of an organization.
- Communication & Collaboration:
- Exceptional communication and presentation skills.
- Proven ability to work cross-functionally and influence stakeholders in a matrixed environment.
- Flexibility & Travel:
- Ability to travel up to 50% within the assigned region.
Join Sumo Logic to shape the future of MSSP business models and partner with some of the most innovative organizations in the industry. Together, we can redefine security and observability solutions for the managed services landscape.
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 range for this position is $135,000 - $150,000. 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.
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What We Do
Sumo Logic is the pioneer in continuous intelligence, a new category of software, which enables organizations of all sizes to address the data challenges and opportunities presented by digital transformation, modern applications, and cloud computing. The Sumo Logic Continuous Intelligence Platform™ automates the collection, ingestion, and analysis of application, infrastructure, security, and IoT data to derive actionable insights within seconds. More than 2,100 customers around the world rely on Sumo Logic to build, run, and secure their modern applications and cloud infrastructures. Sumo Logic delivers its platform as a true, multi-tenant SaaS architecture, across multiple use-cases, enabling businesses to thrive in the Intelligence Economy.
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