Inside Partner Account Manager - Service Providers

Inside Partner Account Manager, Service Providers

Sumo Logic engages customers with a Partner 1st sales motion The Inside Partner Manager (IPAM) is responsible for increasing the engagement and productivity of a select group of Service Providers globally. This role is measured on Management by Objectives (MBO) and reports directly to the Senior Director of Global Service Providers.

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

• 2+ years of experience in an SDR/BDR, AE, or partner role where you have exceeded your sales plan each year and document the success
• Understanding of cyber security landscape, cloud based solutions, and the power of SaaS
• Ability to travel up to 25% of the time

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. 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 for this position is $70,000 - $78,000. 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.