Why This Job is Featured on The SaaS Jobs
Partner-led growth remains a core route to market in B2B SaaS, and this Partner Sales Manager role sits directly on that lever for an enterprise-focused vendor in the cloud infrastructure and observability/security orbit. The remit spans “sell with” and “sell through” motions across major ecosystem players—hyperscalers, SIs, MSPs, consultancies, and VARs—making the work less about single-account execution and more about building repeatable indirect revenue pathways within a defined territory.
From a SaaS career perspective, the role develops durable skills in partner strategy, joint GTM planning, and operational rigor—forecasting in Salesforce, business reviews, and enablement programs that translate product capabilities into partner capacity. Exposure to multi-stakeholder enterprise cycles and technical alliance management also maps well to later paths in channel leadership, ecosystem programs, or broader revenue operations roles common in scaled SaaS organizations.
This position is best suited to professionals who prefer building structure where processes are still being refined, and who enjoy influencing outcomes through cross-functional coordination rather than direct authority. It will fit someone comfortable balancing strategic planning with hands-on partner recruitment, while staying close to technical narratives in cloud, security, and DevOps-oriented use cases.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Partner Sales Manager, ANZ
As a Partner Sales Manager, you will own the partner development opportunities with key Sumo Logic Partners (e.g. AWS, SI’s, MSP’s, Consulting organizations & VAR’s) . You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) across enterprise business and have a “problem-solving” mindset. You will be responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities. You will collaborate with Sales, Marketing, and Product Management and will be the focal point for the technical alliance Partners for all matters. You will own the task of managing and growing our overall Partners leveraged revenue objectives within an assigned geographic territory.
Responsibilities:
- Identify, recruit and operationalize new Partner organizations to help expand Sumo Logic’s indirect sales reach within an assigned territory
- Build a regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics and address certified Partner capacity gaps such that regional capacity exists to meet all quarterly sales requirements.
- Develop a comprehensive regional Partner map, outlining current Partner capabilities, capacity and gaps.
- Work with internal and Partner stakeholders to enable sales and technical cross-training of Sumo Logic’s solutions.
- Work with respective field teams on demand gen initiatives and campaigns.
- Manage assigned regional Partners to agreed sales goals.
- Manage regular business reviews between Sumo Logic and Partners.
- Work with direct sales teams / reps on various Channel oriented opps
- Maintain and report an accurate sales forecast in SFDC.
Desired Qualifications, Skills and Experience:
- Minimum 10+ years’ in software Enterprise Sales & Partner development combined
- Prefer 5+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 5+ years of experience developing a Partner ecosystem within a SaaS model
- Understanding of Cloud Infrastructure ecosystem is highly preferred
- Understanding of how logs support Security and DevOps Use Cases is highly preferred
- Demonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholders
- Direct experience creating and executing Partner business plans with both Global and regional sized Partners with an emphasis on security service providers.
- Experience working in a start-up environments is essential. This means...
- Must be comfortable operating in an environment where there are often processes and systems that need to be built / optimized in the course of day-to-day business.
- In high growth companies there's always more to do than people to do it. As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important
- Ability to travel 30-50% of the time
- BA/BS degree required. Technical competence strongly preferred.
About Us
Sumo Logic, Inc. empowers the people who power modern, digital business. Sumo Logic enables customers to deliver reliable and secure cloud-native applications through its Sumo Logic SaaS Analytics Log Platform, which helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers worldwide rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.
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