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Strategic Account Manager

Company: Sumo Logic
Location: Redwood City
Posted on: November 23, 2021

Job Description:

Strategic Account Managers lead Sumo Logic's sales and account management efforts into the largest, most strategically important commercial enterprises. Sumo Logic SAMs are expected to be top-flight, consultative, sales professionals that build trusting relationships across multiple business units with Sumo's largest strategic accounts. The role demands interaction with large scale enterprises at the CISO, CIO and CTO level, as well as with technical staff within each organization. SAMs are expected to excel in a highly cross-functional environment including; sales engineers, customer success managers, professional services engineers, product managers and Sales Management. SAMs must build relationships with regional resellers, technology partners and MSSPs/MDRs to accomplish their objectives. SAMs are entrusted to prudently leverage and direct all Sumo Logic resources within their account base.-- Day-to-Day Responsibilities Planning & Preparation

  • Acts as the primary relationship manager with each customer and coordinates executive relationships between Sumo Logic and its clients.
  • Executes activities to keep renewals on track and to drive demand for up-selling and cross-selling Sumo Logic across multiple customer departments.
  • Develop, document and maintain comprehensive strategies and sets of tactics to maximize Sumo Logic sales into each assigned account. Detailed information is critical and must be current, accurate and complete.
  • Continuously conduct account planning sessions with SE, product specialist, sales management and Executive staff.
  • Contribute to educational sessions including weekly Staff Calls, sales training, and best practices sharing.
  • Understands and articulates Sumo Logic's differentiators for the use cases we support. --- Ensure all account information in Salesforce.com is complete, accurate and up-to-date. Execution
    • Prospect continually to uncover all opportunities for Sumo Logic products and services. --- Coordinate with partner SEs to ensure each customer participates in formal Customer Business Reviews (CBR) and solution Health Checks on a quarterly basis.
    • Strive to build a pipeline of opportunities that is 4x what's needed to achieve quarterly and annual sales quotas.
    • Establish strong business relationships at the manager, director and C-Level within each account.
    • Demonstrate well designed and executed solution selling capabilities.
    • Demonstrate ability to orchestrate and deliver strong sales presentations.
    • Coordinate multiple internal and external resources as needed to sell effectively. --- Accurately forecast respective business in territory.
    • Engage Sumo Logic resources frequently, including Sales Management, in face-to-face and webinar meetings with accounts and business partners.
    • Communicate frequently, honestly and completely with the Regional Sales Director and others in Sumo Logic management.
    • Alert Sales Management of potential problems and opportunities promptly. --- Identifies, documents and articulates the business value of Sumo Logic when delivering proposals. -------------------------------------------------------------------------------- -- What we do:
      We are a cloud-native SaaS machine data analytics platform, solving complex monitoring problems for DevOps, SecOps and ITOps teams. Customers love our product because it allows them to easily monitor and optimize their mission critical, large scale applications.
      --
      -- Massive Scale:
      Our microservices architecture in AWS ingests hundreds of terabytes daily across many geographic regions. Millions of queries a day analyze hundreds of petabytes of data.
      --
      -- Mission:
      Democratize machine data analytics through the Sumo Logic platform, bringing real-time data insights securely through the cloud. Please briefly outline your experience selling a software product to a SecOps or DevOps audience. --*
      If yes, will you now or in the future require employer sponsorship for visa status (e.g., nonimmigrant status such as H-1B, TN, O-1, etc.) to obtain or continue your work authorization in the United States? --*
      -- 2) If yes, will you now or in the future require employer sponsorship for visa status (e.g., nonimmigrant status such as H-1B, TN, O-1, etc.) to obtain or continue your work authorization in the United States? --*
      -- 1) Are you authorized to work in the Unite States? --*
      -- U.S. Equal Opportunity Employment Information (Completion is voluntary) Individuals seeking employment at Sumo Logic are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file. Gender Please select Are you Hispanic/Latino? Please select Race & Ethnicity Definitions If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Veteran Status Please select Form CC-305 OMB Control Number 1250-0005 Expires 05/31/2023 Voluntary Self-Identification of DisabilityWhy are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years. Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. Disabilities include, but are not limited to:
      • Autism
      • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
      • Blind or low vision
      • Cancer
      • Cardiovascular or heart disease
      • Celiac disease
      • Cerebral palsy
      • Deaf or hard of hearing
      • Depression or anxiety
      • Diabetes
      • Epilepsy
      • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
      • Intellectual disability
      • Missing limbs or partially missing limbs
      • Nervous system condition for example, migraine headaches, Parkinson's disease, or Multiple sclerosis (MS)
      • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression Disability Status Please select 1 Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Keywords: Sumo Logic, Redwood City , Strategic Account Manager, Executive , Redwood City, California

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