Splunk Manager, Japan Partner Sales in Tokyo, Japan





Are you passionate about helping field sales team sell more through partners and the channel? Do you want to help take Splunk to the next level and redefine the way we do business? If you answered yes to these questions then Splunk might be the place for you! We are seeking an inventive, creative and driven, Channel Sales Leader to drive revenue growth and build strategic relationships with existing and net new VARs and System Integrator's across Japan


We are looking for a Dynamic Partner Sales Leader to help us continue to build and expand our Partner program throughout Japan lead and inspire our Partners Account Manager team. You will have the opportunity to use your leadership, motivational and strategic business skills to make an impact and help change the way business and organizations run their businesses and you will have a blast doing it! Responsibilities include, but are not limited to, coordinating sales and services through the indirect sales channel of our Partners, resellers, distributors and representing the Company to the Channel across Japan.Additionally, Splunk will be operationalizing new Route-to-market with OEM manufacturers as well as Managed Service Providers. The successful candidate should be well versed in and understands the business modeling and dynamics of the existing partner eco-system as well as new RTMs, and effectively develops both short term execution plans and strategic growth acceleration plan. The Manager, Japan Partner Sales will be involved in aspects of many sales-oriented activities, including marketing (field and electronic), internal channel structure, sales, promotions and shows, coordination of training, relating to partners.

Reporting to the Head of Partner Sales, APAC, this responsibility will be accomplished by establishing professional working relationships with the Splunk sales teams, the Channel Partners and Splunk Professional Services, Marketing and Support teams and by developing a core understanding of the unique business needs of prospects and customers within the Partners’ respective fields of specialty and expertise.


  • Responsible and accountable for achieving partner-sourced business targets, as well as “new logo customer acquisition” through and with partners (all RTMs)

  • Participate in general sales strategy for Japan, and provide partnering inputs for the greatest alignment

  • Establish and implement process, criteria and controls for selection, management and performance of channel partners

  • Define specific partner business plans with individual channel Partner and identify new business opportunities

  • For each of Splunk Managed Partners (SMP) - Devise partner business targets which is split by Splunk-led and Partner-Sourced. Resolve partner sourced pipelines required to achieve Partner sourced targets, and assign MDF to drive pipelines.

  • Ability to secure investment from SMPs

  • Devise overall Distribution strategy in Japan that will scale Splunk business. Settle list of Distributor Managed Partners (DMPs), drive metrics and KPIs that will ensure success of Splunk Disti business.

  • Actively enable and lead partners to sell a range of products and services independently

  • Participate in general product strategy

  • Promote the development of new sales opportunities with each partner

  • Work with Splunk sales executives to demonstrate external partners to deliver longer-term and solution sales

  • Participate in general marketing and promotions activities

  • Led a team of Partner Account Managers including hiring, career development, coaching, evaluation, and promotion decisions.

  • Develop alternative distribution channels and partners for existing and new business initiatives

  • Have full responsibility for ensuring that organizational, operational, staffing, financial, quality and customer satisfaction targets are consistently met or exceeded by Partners. Includes creating and monitoring KPI’s for each partner on a regular interval.

  • Play a pivotal role in maintaining and promoting acquisition service excellence; achieve this through continuous objective monitoring and appraisal of partner performance.

  • Be present at all business reviews and at ad hoc meetings.

  • Mature Japan partnering strategy and ensure integration with the larger Splunk organization.

  • Lead continuous improvement and action plans with the partners and monitor ongoing SLA conformance.

  • Address wider business and strategic issues with the partners on a quarterly basis.

  • Ensure the decision-making process is adhered to prior to suggesting and implementing incremental partners and partnering activities, and regularly conduct reviews of contractual obligations with partners.

  • Ensure partners are fully aligned with all Splunk policies, procedures and ethical standards.

  • Manage budget effectively (fixed and variable partner costs).

  • Handle the normal payment process, purchase orders, invoicing etc; lead payment or rebate for any not previously forecasted work. Ensure Partners are paid on time and avoid claims for late payment.

  • Monitor headcount levels in order to guarantee they are sufficient to achieve contracted service delivery and that recruitment is led to exclusive standards.

  • Demonstrate leadership that promotes and exemplifies the highest standards in collaboration, personal accountability and mutual support to the Partner.



  • Significant track record of successful sales leadership, ideally within the software and services market with validated quota overachievement

  • Experience in successfully working in a matrixed, fast-moving and constantly changing sales environments

  • Minimum 15 years of successful channel related sales experience in the technology industry, ideally within Software market

  • Validated experience in developing long term relationships with Executive Leadership within Tier1 and 2 Channel Partners in Japan

  • Strong leadership skills - able to motivate and guide a geographically dispersed team to achieve and exceed stretch quota goals while building a cohesive team.

  • Consistent record in Recruiting, Retaining & Developing key talent

  • Strong verbal and written English communication skills with the ability to engage with and present to executive level

  • Native level Japanese Communication Skills (Verbal Written)

  • Successful in building positive internal networks

  • Proven business and industry knowledge and experience in building Channel partnerships

  • Ability to understand business issues and articulate the Splunk value proposition

  • Shown ability to engage and influence the field and sales management

Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most significantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

About Splunk

Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. Machine data is one of the fastest growing and most complex areas of big data—generated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.

Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data. IT insights. Security insights. Business insights. It’s what we call Operational Intelligence.

Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world. These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs. Innovation is in our DNA – from technology to the way we do business. Splunk is the platform for Operational Intelligence!

Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.

We’ve built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software. We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.

Benefits & Perks: Wow! This is really cool!

SF Only

Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer, “Fun Fridays”.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Non SF

Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave. Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy. You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer and “Fun Fridays”.

This isn’t a job – it’s a life changer – are you ready?

Individuals seeking employment at Splunk are considered without regards to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.

Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.

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