ISV Alliances Sales Manager (or Director) at Sumo Logic
San Francisco, CA, US

In June 2017, Sumo Logic announced another $75M funding round led by Sapphire Ventures, with participation from new and existing investors including DFJ Growth, Greylock Partners, Sequoia Capital, and others ( This brings our total funding to $235.5M to date.  Sumo Logic’s business has scaled significantly, tripling both our annual recurring revenue and customer count to over 1,500 customers, reflecting every major vertical and company size. 

Who Are We?

We are a secure, cloud-native, machine data analytics service, delivering real-time, continuous intelligence from structured, semi-structured and unstructured data across the entire application lifecycle and stack. Our mission is to democratize analytics, making it accessible, simple and powerful for businesses of all sizes to build, run and secure their organizations. With Sumo Logic, customers can harness the power of machine data to gain operational business and customer insights that lead to competitive advantage and differentiated customer experience.

What Do We Do?

Sumo Logic was founded in 2010 by experts in log management, scalable systems, big data, and security. We imagined a world of Yottabyte-scale machine data, where machine learning algorithms and advanced analytics could make sense of it all. Today, our purpose-built, cloud-native service analyzes more than 100 petabytes of data, more than 16 million searches, and delivers 10s of millions of insights daily – positioning Sumo among the most powerful machine data analytics services in the world. Our customers around the globe rely on Sumo Logic for the analytics and insights to build, run and secure their modern applications and cloud infrastructures. With Sumo Logic, customers gain a service-model advantage to accelerate their shift to continuous innovation, increasing competitive advantage, business, and growth.

As the ISV Alliances Sales Manager (or Director), your primary responsibility is to recruit and onboard ISV / Strategic technology partners. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell-through”) across enterprise business. You will be responsible for the overall success of the partnership including sales enablement, joint GTM initiatives, and sales strategies. This role reports to the VP of Partners Sales and will require collaborating with Sales, Marketing, Product Management and the global partner sales team.

 Job Responsibilities:

  • Work closely with VP of Partner Sales and Product Management on the execution of a strategic alliance strategy.
  • Align with key partners on joint business goals, growth initiatives, programs and incentives to drive top-line revenue.
  • Partner with sales and partner marketing on the joint event and GTM activities
  • Create and communicate joint global sales teams engagements and revenue metrics.  
  • Work jointly with partner sales managers and direct sales team directly in the sales cycle for key “must win” opportunities
  • Enable sales cross-training of joint solutions.
  • Work with internal/external product and technical marketing to produce compelling assets such as


Desired Qualifications, Skills and Experience:

  • 8+ years of total experience in IT, Security or DevOps business development, relationship/alliance management, sales, marketing, and a minimum of 2 years specifically devoted to building/working with strategic alliances.
  • Experience with Infrastructure systems/enterprise software required. Cloud/SaaS experience preferred.
  • Skilled and creative business development manager with the understanding of sales and channel dynamics.
  • Ability to set and manage priorities, budgets, and deadlines. Experienced at managing and delivering on time with multiple concurrent priorities.
  • Highly productive in a hyper-growth environment. Communications and collaboration skills to work effectively with and influence internally and externally and internationally.
  • Exhibit high degree of creativity developing solutions that drive results.
  • Strong interpersonal and collaboration skills. Excellent relationship building and negotiating skills. Able to influence sales and GTM team decisions. High standard for personal integrity.
  • Strong, analytical thinking and decision-making skills.