As a Senior Partner Sales Manager for MSP/MSSP’s in EMEA, you will own the partner development opportunities with key Sumo Logic Service Providers. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) and have a “problem-solving” mindset. You will be responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities. You will collaborate closely with our Sales, Marketing, and Product Management teams.
Responsibilities
- Focused on enabling partners to drive utilization of the Sumo platform within a Service Provider (SP) together with the assigned Distribution partner.
- Provide on-going cross functional support to increase revenues and minimize churn.
- Liaise with Sumo Marketing to drive pipeline generation together with the Distribution partner through the SP, resulting in end-customer acquisition and expansion..
- Drive adoption of Sumo programs for SPs within assigned territory / segment
- Be a conduit for SPs and Sumo’s end-user sales team where necessary to drive end-customer wins together with the SP.
- Lead the cross-functional relationship with assigned Distribution partner to ensure effective enablement, co-marketing, pipeline generation, and increased ARR
Performance Metrics
- Weekly forecast of KPIs and activities that drive the success of your business
- Enablement and pipeline generation initiatives
- ARR growth and retention of assigned SPs
- Quarterly Business Reviews (QBR) with Distribution partner and select SPs
Required Qualifications and Skills
- 10+ years of experience in an Account Executive, or Channel Partner role where you have exceeded your sales plan each year and document the success
- Understanding of cyber security and/or observability landscape, cloud based solutions, and the power of SaaS
- Ability to travel up to 50% of the time in the UK&I & Nordics
Desirable Skills
- Creative thinking, you look for new opportunities and ways to increase value of partnerships
- A challenger mentality to sell valuable disruptive change within partners
About Us
Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. Built to address the increasing complexity of modern cybersecurity and cloud operations challenges, we empower digital teams to move from reaction to readiness—combining agentic AI-powered SIEM and log analytics into a single platform to detect, investigate, and resolve modern challenges. Customers around the world rely on Sumo Logic for trusted insights to protect against security threats, ensure reliability, and gain powerful insights into their digital environments. For more information, visit www.sumologic.com.
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Skills Required
- 10+ years of experience in an Account Executive or Channel Partner role
- History of exceeding sales plans annually with documented success
- Understanding of the cybersecurity landscape
- Understanding of cloud-based solutions and SaaS
- Ability to travel up to 50% in the UK&I and Nordics
- Creative thinking to identify new partnership opportunities and increase partner value
- Challenger mentality for selling disruptive change within partners
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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