MSP Sales & Go-to-Market Lead – MEA-TRC East - SPLUNK

The MSP Sales & Go-to-Market Lead – MEA-TRC East is an individual contributor responsible for accelerating and scaling Splunk’s business with Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) across the region. 

This role translates the broader EMEA MSP strategy into a focused regional go-to-market and sales execution plan. The successful candidate will support the development and growth of strategic MSP partnerships that generate sustainable pipeline, recurring revenue, and new customer acquisition for Splunk. 

The role will drive the adoption and execution of the Splunk MSP Program and ensure that Splunk is embedded or “designed in” within partners’ managed security, observability, infrastructure, and digital-resilience service offerings. 

The MSP Sales & Go-to-Market Lead does not own or manage the partner relationship. Partner ownership and accountability remain with the respective Partner Development Manager (PDM) or Partner Sales Manager (PSM). This role provides MSP expertise, direction, and execution support to help partner and sales teams build and scale successful MSP motions. 

Key Responsibilities 

Regional MSP Strategy and Go-to-Market 

• Develop and execute the regional MSP sales and go-to-market plan, aligned with the overall EMEA MSP strategy and regional business priorities. 

• Ensure that priority partners have a clear MSP strategy and execution plan embedded within the broader partner plans owned by the respective PDMs and PSMs. 

• Support PDMs and PSMs in defining MSP growth plans, revenue ambitions, enablement requirements, service-development priorities, and joint go-to-market activities. 

• Build a clear scale plan to expand the regional MSP ecosystem by onboarding new partners, growing existing MSP capabilities, and driving new customer acquisition. 

• Identify priority markets, customer segments, industry verticals, and MSP propositions with the strongest potential for scalable growth. 

• Maintain a strong understanding of regional market dynamics, competition, regulation, customer demand, and emerging managed-service trends. 

Sales and Business Development 

• Support and drive MSP-related sales and business development activities across the region in close collaboration with PDMs, PSMs, and Splunk sales teams. 

• Develop campaigns and initiatives that create MSP pipeline, generate net-new logos, and support recurring-revenue growth. 

• Maintain visibility of the regional MSP pipeline and regularly review progress, performance, and execution with sales and partner teams. 

• Support joint account planning and opportunity development with key strategic MSP partners. 

• Work closely with regional and global MSP sales teams to align priorities, share best practices, and accelerate strategic opportunities. 

• Support complex MSP opportunities and collaborate with the EMEA team to remove commercial, operational, contractual, or organizational barriers. 

• Ensure that partner ownership, execution accountability, and opportunity follow-up remain clearly assigned to the relevant PDM, PSM, and sales teams. 

Splunk MSP Program and Enablement 

• Lead the regional adoption and execution of the Splunk MSP Program. 

• Act as the regional MSP subject-matter expert and advocate for the program across partner and sales organizations. 

• Advise internal teams and partners on MSP commercial models, pricing, contracting, licensing, and partner economics. 

• Educate and enable Splunk sales, partner, and technical teams on the MSP route to market and how to position and execute the program. 

• Work closely with the EMEA MSP team to identify program improvements required to address regional market needs. 

• Partner closely with the MSP Partner Technical Manager (PTM) to ensure that the regional plan is technically aligned and supported by the required enablement, service-development, and delivery capabilities. 

GTM Development and Cross-Functional Alignment 

• Build trusted relationships with key MSP stakeholders across executive leadership, sales, technical, service-development, operations, and marketing teams. 

• Support partners in developing and launching differentiated Splunk-powered managed services. 

• Help ensure that Splunk is designed into partners’ service catalogues across security, observability, infrastructure monitoring, and digital resilience. 

• Support the development of partner value propositions, business cases, sales plays, campaigns, and customer-facing propositions. 

• Align with Splunk Regional Sales Directors, Regional Sales Managers, AVPs, partner leadership, and other senior stakeholders. 

• Work closely with PDMs, PSMs, PTMs, marketing, legal, finance, operations, and the EMEA and global MSP teams. 

• Prepare and deliver MSP business reviews and updates to regional, EMEA, and partner leadership teams. 

Commercial Leadership and Negotiation 

• Support commercial discussions and negotiations with MSP and MSSP partners. 

• Work with the EMEA MSP team, legal, finance, pricing, operations, and deal-desk teams to develop scalable and commercially viable agreements. 

• Help resolve complex pricing, licensing, contractual, and route-to-market considerations. 

• Apply strong commercial judgment and negotiation skills to accelerate strategic opportunities. 

Required Experience and Capabilities 

• Extensive experience working with MSPs, MSSPs, service providers, cloud providers, or technology partners. 

• Deep understanding of the regional MSP and MSSP landscape, business models, customer requirements, and competitive dynamics. 

• Demonstrated success in sales, business developmen

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