Sumo Logic's Cloud SIEM (Security Information and Event Management) platform provides comprehensive security visibility and analytics for modern cloud and hybrid environments. Leveraging advanced analytics and machine learning, our Cloud SIEM delivers real-time threat detection, incident response, and compliance management. Designed for scalability and efficiency, it seamlessly integrates with a wide range of security tools and data sources, enabling organizations to effectively manage and mitigate security risks while optimizing their security operations. Sumo Logic's Cloud SIEM empowers security teams to stay ahead of evolving threats and maintain robust security postures. Reporting into the Field CTO for Partners, the Partner Solution Architect will be at the forefront of driving our platform's adoption with a select group of our strategic partners. Serving as the primary technical liaison, you'll collaborate closely with partner sales and sales engineering teams to educate, inspire, and enable our partners in effectively positioning and leveraging Sumo Logic's solutions. Your consultative approach will be instrumental in aligning partners' requirements with the capabilities of our platform, thereby fostering lasting partnerships and driving business growth. Responsibilities
Act as subject matter expert for technical counterparts at assigned partners
Win hearts and minds of technical leaders and individual contributors
What does good look like? - You’ve enabled, built rapport, and won hearts and minds of your technical counterparts at your assigned partners. They then think of Sumo Logic when a customer or prospect has a project or is experiencing pain where Sumo can help. - Own partner involved bookings numbers with National Partner Manager and focus on extracting KPIs from your partners - deal registrations, pipeline, new logos, bookings
Promote Sumo Logic within the partner community via enablement sessions, account mappings, and in person / virtual connections
Execute active campaigns and assist in pre and post partner involved events
Collaborate with regional partner managers, sales teams, and internal technical resources
Performance Metrics
Number of deal registrations for accounts within assigned territory and segment
Converted opportunities from deal registrations
Partner involved bookings within assigned territory and segment sales org
Required Qualifications and Skills
Three years of experience in selling, supporting, or implementing enterprise solutions at or with VARs. - Preferred direct or indirect experience with other security and analytics platforms such as: Sumo Logic, Splunk, New Relic, DataDog, Exabeam, Sentinel, LogRhythm
Proficiency with at least one of the major cloud providers (AWS, Azure, GCP). - Experience in crafting data analytics queries (e.g., Sumo Logic, Splunk, SQL, Kibana). - Comprehensive understanding of enterprise technology, including servers, networking devices, SaaS solutions, and Cloud platforms. - Proficiency in scripting languages (e.g., Python, PowerShell), regular expressions, REST APIs, and JSON. - Proven track record of engaging directly with partners to address technical and business challenges effectively. - Exceptional written and verbal communication skills, coupled with strong business and technical acumen. - Previous experience in delivering technical training. - Background in log management and/or security is preferred. - Willingness to travel within the assigned region, up to 40%. Desirable Skills
Creative thinking, you look for new opportunities and ways to increase the value of partnerships. - A challenger mentality to sell valuable disruptive change within partners. - Experience managing your business in SFDC and managing partners within an PRM.
