Emea Gsi Solutions and Gtm Lead

Role can be based: German y, London, Switzerland

The EMEA GSI Solutions and GTM Lead - is a senior and strategic role to lead our Solutions

GTM Strategy and Sales Program Initiatives. This role is responsible for the orchestration of

effective planning and landing of joint Offerings and GTMs with key GSIs, success of the Sub

Theater Sales Programs to support business priorities, creating and managing the GSIs

Community as a platform to foster sharing, learning and drive awareness internally and

externally across EMEA.

In this role, you will work with multiple GSIs, Global Solutions PDM, EMEA PDMs, PTMs,

Strategic Advisory, SEs, Marketing and broader team to develop and launch a subset prioritized

vertical and / or industry Solutions GTMs to be incorporated in the EMEA / Sub Theater GSI

GTM Plans. You will support and advice on the execution of Sales Programs and work together

with EMEA GSI PDMs, GVPs, AVPs to identify the right GSI and GTM Strategy and establish a

regular cadence with EMEA GSI Leaders, Sub Theater Leaders and Channel Director

governance to support and monitor execution.

This person is recognized across the Global and EMEA Partner, Sales and Technical team as a

cross group leader possessing strong ability to get things done.

Do you have passion for developing and landing strategic complementary offerings to provide

an end-to-end based customer approach? Do you want to transform our GSI engagement into

intentional sales engagement? Do you have the resilience to enable and drive a Partner First

mindset? This could be the role for you, are you up for the challenge?

**Responsibilities**:
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- You will own the strategy and planning of Solutions GTMs and Portfolio (vertical and

horizontal) with strategic GSIs, and own the development process throughout the GTM

in targeted regions

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- Work across the Global Solutions, Global and Regional GSI teams, SE Leaders, PTMs

to define and drive a consistent approach for prioritizing, developing and landing joint

Solutions GTM to sell through and / or sell with, and drive repeatability and predictively

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- Yow will coordinate with EMEA GSI PDMs, PTMs, Sales Leads and drive required

workshops to identify and develop solutions, and agree on GTM approach and metric of

success

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- As a trusted advisor you will support and work alongside EMEA GSI team, GVPs, AVPs,

Channel Directors to determine the right GSI, Solutions, Technical Strategy and Selling

motions to enable and drive business priority identified in the Sub Theater Sales

Program

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- You will establish and manage the GSI Community at EMEA level to showcase, enable

best practice sharing and make it the hub to learn about new initiatives, customer stories

with GSIs and drive awareness across Splunk.

Accountable for Business Results:
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- New pipeline created for Joint GTM Solutions

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- iACV driven through Joint Solutions GTMs and Sales Programs

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- Number of Industry / Customer References

Requirements: I’ve already done that or have that

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- 15+ years Enterprise Software sales experience

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- 5+ years of business development experience

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- Solid understanding of Splunk products and cloud and ideally understanding of the

Splunk SE, Sales and GSI and Channel ecosystem

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- Bring strong technical background and cloud sales acumen

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- Organizational confidence at all levels - experience and confidence in leading, shaping

and/or performing in team goals, metrics, programs, initiatives, and priorities

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- Strong change management skills to drive transformation and incubation/growth

programs

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- Exceptional program management ability, strong attention to detail, and cross
- organizational skills

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- Enterprise Security software sales and/or alliances experience required

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- Consistent track record of over quota achievement.

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- Experience selling at the CIO/CFO level in large, complex, enterprise organizations.

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- Proven ability to develop Strategic GTM plans for maximum revenue achievement.

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- Self-starter mentality with the ability to handle unique sales situations.

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- Works with Management to develop future business plans; independently determines

methods for achieving plans

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- Strong executive presence and polish

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- Exceptional management, interpersonal, written and presentation skills

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- Thrives in a fast-paced, high growth, rapidly changing environment

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- Able to work independently and remotely from other members of your team and

corporate

Solid, proven, relevant experience: Got it

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- Significant Field Channel Sales and Strategic Partnership development.

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- Demonstrable innovation.

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- Creation and execution of partner plans and programs.

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- Solid problem-solving skills.

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- Executive presence and credibility.

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- Proven track record of consistently meeting or exceeding assigned goals and targets.

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- Hig