Why This Job is Featured on The SaaS Jobs
Partner-led growth remains a defining motion in B2B SaaS, and this role sits directly in that engine. With a focus on MSP and MSSP ecosystems, the work centers on “sell with” and “sell through” outcomes where platform adoption, services delivery, and distribution relationships intersect. That makes it particularly relevant for SaaS companies selling into security and operations teams, where partners often influence standardization and long-term usage.
From a career standpoint, the position builds durable SaaS skills around channel execution that go beyond closing individual deals. Owning enablement, joint GTM initiatives, and pipeline generation develops an operator’s view of how ARR is created and protected through partner programs. The emphasis on utilization, retention, and QBRs also reinforces the SaaS discipline of managing outcomes over time, a capability that transfers across partner, sales, and revenue operations tracks.
This role tends to suit professionals who enjoy cross-functional coordination and structured partner management, balancing forecasting with hands-on field activity. It aligns well for someone comfortable working across sales, marketing, and product stakeholders, and interested in the cybersecurity and cloud landscape where service providers play a central commercial role.
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, MSSP
As a Partner Sales Manager for MSP/MSSP’s, you will own the partner development opportunities with key Sumo Logic Service Providers. You will be a strategic thinker with a focus on driving revenue (“sell with” and “sell through”) 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 closely with our Senior PSM, Sales, Marketing, and Product Management teams.
Responsibilities
- Focused on enabling partners to drive utilization of the Sumo platform within a Service Provider (SP) together with the assigned Distribution partner.
- Provide on-going cross functional support to increase revenues and minimize churn.
- Liaise with Sumo Marketing to drive pipeline generation together with the Distribution partner through the SP, resulting in end-customer acquisition and expansion..
- Drive adoption of Sumo programs for SPs within assigned territory / segment
- Be a conduit for SPs and Sumo’s end-user sales team where necessary to drive end-customer wins together with the SP.
- Lead the cross-functional relationship with assigned Distribution partner to ensure effective enablement, co-marketing, pipeline generation, and increased ARR
Performance Metrics
- Weekly forecast of KPIs and activities that drive the success of your business
- Enablement and pipeline generation initiatives
- ARR growth and retention of assigned SPs
- Quarterly Business Reviews (QBR) with Distribution partner and select SPs
Required Qualifications and Skills
- 3+ years of experience in an Account Executive, or Channel Partner role where you have exceeded your sales plan each year and document the success
- Understanding of cyber security landscape, cloud based solutions, and the power of SaaS
- Ability to travel up to 50% of the time in the APJ region.
Desirable Skills
- Creative thinking, you look for new opportunities and ways to increase value of partnerships
- A challenger mentality to sell valuable disruptive change within partners
- English & fluent German speaking ability is required
About Us
Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. Built to address the increasing complexity of modern cybersecurity and cloud operations challenges, we empower digital teams to move from reaction to readiness—combining agentic AI-powered SIEM and log analytics into a single platform to detect, investigate, and resolve modern challenges. Customers around the world rely on Sumo Logic for trusted insights to protect against security threats, ensure reliability, and gain powerful insights into their digital environments. For more information, visit www.sumologic.com.
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