Splunk, a Cisco company, is building digital resilience for the AI era. Leading enterprises across the globe use our unified security and observability platform to keep their digital systems secure and reliable. By bringing Splunk and Cisco together, we're combining the full power of the network with market-leading security and observability solutions to deliver secure, seamless experiences. We're coders and creators, thinkers and makers, team players and free spirits. Together, we're doing impactful work around the world.
The Role
The Director, Partner Solutions Engineering - APJC leads Splunk's APJC Partner Solutions Engineering organization, including Partner Solutions Engineers (PSEs) and Partner Solutions Architects (PSAs). This role is responsible for scaling Splunk's technical capability and market reach through the APJC partner ecosystem by building partner technical capacity, developing repeatable solution practices and routes to market, and increasing partner-found and partner-influenced pipeline and revenue across the region.
The Director builds and sustains strong, long-term relationships with strategic partners and works with their executive, sales and technical leadership to understand business priorities, identify cross-architecture opportunities, develop partner practices and services, and create demand based on customer roadmaps, emerging technologies and industry challenges.
A key part of the role is helping partners build differentiated businesses around Splunk. This includes enabling partners to independently position, architect, demonstrate and deliver Splunk solutions, while identifying opportunities to combine Splunk capabilities with Cisco architectures, partner practices and routes to market.
As part of the Splunk APJC Technology and Strategy Office (TSO), the Director translates regional strategic priorities into actionable partner and technical sales initiatives. The role works across APJC Sales, Engineering, Customer Experience, Marketing and the broader Cisco and Splunk partner ecosystem to drive partner-led market expansion, accelerate revenue opportunities and scale Splunk's technical reach across ANZ, Asia and Japan.
Specialization and Focus
- Oversees partner technical sales activities across APJC, leading PSE and PSA capabilities supporting strategic partners, partner-led opportunities and the development of partner technology practices.
- Establishes the strategy and operating model through which Splunk engages, develops and scales the technical capabilities of its partner ecosystem.
- Ensures PSE and PSA resources are focused on partners, markets and opportunities where they can create the greatest architectural influence, partner leverage and business impact.
- Engages extensively with strategic partners and their senior stakeholders, including CXOs, Practice Leaders, Directors and senior technical leadership.
- Develops trusted relationships with partners to understand their business strategies, technical capabilities and growth priorities, and identifies opportunities where Splunk and Cisco can help create differentiated customer solutions and new partner services.
- Direct customer engagement is focused primarily on strategic partner-led opportunities, major competitive situations and engagements where executive or architectural leadership can materially influence the outcome.
- Establishes the operating model through which PSEs and PSAs support partner-led opportunities, from technical discovery and architecture development through solution validation and execution.
- Ensures resources are focused where they can create the greatest partner leverage, architectural influence and revenue impact.
- Moves the organization beyond opportunity-by-opportunity technical support by creating repeatable architectures, technical practices, enablement and engagement models that can be scaled across partners and markets.
- As a leader within the Splunk APJC Technology and Strategy Office, this role requires significant regional and corporate interlock leveraging extensive internal and external relationships across Sales, Engineering, Customer Experience, Marketing, Partner organizations and the wider Cisco ecosystem to align priorities, accelerate execution and advance strategic initiatives.
- The role also provides a critical APJC feedback loop into corporate teams, ensuring partner and market requirements influence product, architecture, enablement and go-to-market priorities.
Success Measures
- Partner-found and partner-influenced revenue growth.
- Expansion of partner-led routes to market and market coverage.
- Growth in partner technical capacity, capability and readiness.
- Development and adoption of repeatable partner practices, architectures and services.
- Increased partner independence in positioning, demonstrating, architecting and delivering Splunk solutions.
- Technical and architectural influence on strategic partner-led opportunities.
- Strategic partner engagement and activation.
- Effective resource allocation and operational execution across APJC.
- Performance, development and retention of the APJC PSE and PSA organization.
What You'll Do
- Lead and develop second-line managers, senior technical leaders and the broader APJC Partner Solutions Engineering organization, including PSE and PSA teams.
- Define and execute the APJC partner technical strategy, translating Splunk, Cisco and TSO priorities into partner-led market expansion, pipeline and revenue opportunities.
- Build strategic relationships with partner executives and technical leaders to develop differentiated Splunk and Cisco-Splunk practices, solutions and routes to market.
- Prioritize PSE and PSA resources against strategic partners and opportunities where they can create the greatest architectural influence, partner leverage and business impact.
- Scale partner technical capability through repeatable architectures, practices and enablement, increasing partners' ability to independently position, demonstrate, architect and deliver Splunk solutions.
- Collaborate across Sales, Engineering, Customer Experience, Marketing and Partner Enablement to accelerate partner activation, demand generation and execution across APJC.
- Establish clear measures of partner technical capability, activation, pipeline and revenue influence, while building a high-performing organization through coaching, talent development and succession planning.
Minimum Qualifications
- Bachelor's degree or equivalent practical experience.
- 15+ years of relevant experience in technical sales, solutions engineering, solution architecture, partner engineering or related technology leadership roles.
- 4+ years of people management experience, including demonstrated experience leading managers and managing through multiple layers of leadership.
- Demonstrated experience working with strategic partners and developing partner-led go-to-market opportunities.
- Strong executive communication and stakeholder management capabilities, with experience engaging senior partner and customer executives.
- Demonstrated ability to translate technology strategy into measurable business outcomes.
Why Cisco?
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
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