Senior Partner Sales Manager

Overview

In this role you drive revenue growth by developing and enabling Service Providers (SPs) and distributors to adopt and sell the Sumo Logic platform. You will lead cross-functional collaboration with Sales, Marketing, and Product teams to generate pipeline, enable partners, and expand ARR through strategic GTM initiatives. You will act as a bridge between SPs and Sumo’s end-user sales team to secure end-customer wins while minimizing churn. This position offers visibility across a global partner ecosystem and meaningful impact on growth through partner-driven selling and enablement.

Responsibilities

• Enable partners to drive platform adoption with Service Providers and the distribution partner
• Provide cross-functional support to grow revenue and reduce churn
• Collaborate with Marketing to generate pipeline with the distribution partner via SPs for end-customer acquisition and expansion
• Drive adoption of Sumo programs for SPs within territory/segment
• Facilitate collaboration between SPs and Sumo’s end-user sales team to close customer wins
• Lead cross-functional relationship with the distribution partner to enable, co-market, and increase ARR
• Weekly KPI forecasting and activity tracking to drive business success
• Sustain enablement and pipeline generation initiatives and monitor ARR growth and retention with SPs
• Conduct Quarterly Business Reviews with distribution partners and select SPs

Key requirements

• 10+ years of experience in an Account Executive or Channel Partner role with consistent sales plan attainment
• Understanding of cybersecurity landscape, cloud-based solutions, and SaaS
• Ability to travel up to 50% in UK & Ireland and Nordics
• overall track record of revenue growth and partner enablement (implied)

• Creative thinking
• Challenger mindset
• Collaborative mindset
• Cybersecurity landscape knowledge
• Cloud-based solutions
• SaaS understanding

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