Key Skills

Job Description

The Vendor Success Manager, Cisco Splunk acts as the commercial business owner and strategic interface for the Cisco Splunk business within the assigned country or cluster. The role is responsible for translating Cisco Splunk strategy into an executable growth plan and delivering measurable results across revenue, margin, pipeline, recurring business, partner activation and market development. Working closely with Cisco Splunk, strategic partners and internal sales, technical and marketing teams, the Vendor Success Manager orchestrates the resources required to generate demand, develop opportunities, accelerate pipeline and grow the Cisco Splunk partner ecosystem. Location for this role: In close prox. of one off our EU offices The role combines commercial ownership, vendor relationship management and channel development with an understanding of the security, observability and data markets. Success requires strong commercial leadership, disciplined execution and the ability to turn Cisco Splunk strategy into measurable partner and customer outcomes. Cisco Splunk Business Ownership * Own the Cisco Splunk business plan for the assigned countries (EMEA). * Translate Cisco Splunk priorities into measurable revenue, margin, pipeline, partner and enablement objectives. * Drive revenue, profitability, pipeline and recurring business growth. * Identify market opportunities across partners, customers, industries and use cases. * Build and execute plans to capture identified whitespace opportunities. * Monitor business performance and implement corrective actions where results deviate from plan including Cisco Rebate plans. * Maintain a clear view of key opportunities, growth drivers, competitive challenges and business risks. Cisco Splunk Relationship Management * Act as a primary commercial interface between Westcon-Comstor and Cisco Splunk stakeholders. * Build and maintain strong multi-level relationships across Cisco Splunk sales, channel, marketing and technical teams. * Align local execution with Cisco Splunk regional and global priorities. * Translate Cisco Splunk initiatives and programs into actionable opportunities for internal teams and partners. * Conduct regular business reviews covering performance, pipeline, partners, campaigns and market development. * Represent Westcon-Comstor in Cisco Splunk planning sessions, business reviews and events. Partner Ecosystem Development * Identify, recruit and activate partners capable of developing a successful Cisco Splunk business. * Segment partners based on capability, market opportunity, strategic importance and growth potential fitting into Cisco's 360 partner program. * Drive partner readiness across sales capability, technical competence, certification and go-to-market execution. * Help our local teams with building repeatable Cisco Splunk propositions and sales motions. * Support our local teams and partners in understanding relevant programs, incentives and enablement opportunities. * Track country and partner progression from recruitment and enablement through pipeline creation and revenue generation. * Develop a sustainable ecosystem of active, capable and commercially productive Cisco Splunk partners together with our local teams. Pipeline Creation & Sales Acceleration * Build and maintain sufficient qualified Cisco Splunk pipeline to support revenue and growth objectives. * Maintain a target of at least 3× pipeline coverage, consistent with the existing VSM role profile. * Drive account mapping, whitespace analysis, campaigns, sales plays and joint prospecting. * Work closely with internal sales teams and the Cisco Splunk Solution Architect on priority opportunities. * Identify commercial, partner or technical blockers and mobilize the appropriate resources to progress opportunities. * Maintain focus on opportunity quality, progression and conversion, not simply pipeline volume. * Support strategic partner and customer engagements where commercial leadership is required. Internal Sales & Partner Enablement * Ensure internal commercial teams understand the Cisco Splunk value proposition, priority use cases, target customer profiles and sales motions. * Coordinate commercial enablement alongside technical enablement delivered by the Solution Architect. * Drive participation in relevant Cisco Splunk sales and partner programs. * Build sales confidence in identifying, qualifying and progressing Cisco Splunk opportunities. * Establish clear follow-up actions after enablement activities. * Measure success through resulting partner engagement, opportunity creation and pipeline rather than activity volumes alone. Demand Generation & Marketing * Develop Cisco Splunk demand-generation plans together with marketing, local sales and VSM's, Cisco Splunk and selected partners. * Translate priority security and observability use cases into targeted campaigns and sales plays. * Identify target audiences, partner segments and customer profiles for campaigns. * Coordinate partner recruitment, awareness and opportunity-generation activities. * Own MDF planning and governance with local teams where applicable. * Measure campaign effectiveness based on engagement, opportunity creation, pipeline generation and revenue conversion. * Represent Cisco Splunk and Westcon-Comstor at relevant customer, partner and industry events. Forecasting, Reporting & Governance * Own Cisco Splunk forecasting for the assigned market with the local teams. * Maintain accurate pipeline and CRM information with the local key stakeholders. * Track revenue, margin, pipeline, recurring opportunities, partner performance and campaign effectiveness. * Conduct regular internal and Cisco Splunk business reviews. * Maintain visibility of strategic opportunities and associated risks. * Ensure compliance with applicable Cisco Splunk programs, commercial policies and internal governance. * Provide management with clear insight into performance, risks, opportunities and required actions. Performance will be measured across commercial growth and sustainable ecosystem development, including: * Cisco Splunk revenue attainment. * Gross margin and profitability attainment. * qualified pipeline coverage. * New pipeline creation. * Pipeline progression and conversion. * Recurring/subscription business growth. * Number of active and revenue-generating Cisco Splunk partners. * Recruitment and successful activation of targeted new partners. * Strategic partner business-plan attainment. * Enablement-to-pipeline conversion. * Campaign and MDF-generated pipeline and return on investment. * Forecast accuracy. * CRM and opportunity-data quality. * Cisco Splunk stakeholder satisfaction. * Compliance with applicable Cisco Splunk programs and governance. Skills & Experience Must-Have * Proven experience in channel sales, vendor management, business development or technology sales. * Demonstrable experience owning revenue, pipeline and growth targets. * Strong understanding of the IT channel and partner ecosystem. * Strong commercial and financial acumen. * Experience developing and executing go-to-market plans. * Strong relationship-management skills, including experience working with senior vendor and partner stakeholders. * Ability to influence cross-functional teams without direct authority. * Strong presentation, communication and negotiation capabilities. * Analytical and data-driven approach to business management. * Strong forecasting and pipeline-management discipline. * Business fluency in English. Nice-to-Have * Previous experience with Cisco and/or Splunk. * Understanding of cybersecurity, SIEM, SOC, observability and/or data analytics markets. * Experience developing software, subscription or recurring-revenue businesses. * Existing relationships within the Cisco partner ecosystem. * Experience working with technology distributors or channel organisations. * Experience managing MDF, vendor investments and joint go-to-market programs. * Additional European languages. Education & Qualifications * Degree or equivalent professional experience in Business, Technology, Sales, Marketing or a related discipline. * Relevant Cisco, Splunk or technology-industry accreditations are desirable. * Candidates with substantial relevant industry and channel experience may be considered in lieu of formal academic qualifications. Join a growing global business Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

Core Responsibilities

Own and execute the Cisco Splunk commercial growth plan across assigned EMEA markets, driving revenue, margin, pipeline, recurring business, and partner development. Manage vendor and partner relationships, coordinate sales enablement and demand generation, and oversee forecasting, reporting, and program compliance.

Requirements

Candidates must have proven experience in channel sales, vendor management, business development, or technology sales, including ownership of revenue and pipeline targets and strong knowledge of IT channel ecosystems. Strong commercial, relationship-management, communication, analytical, forecasting, and go-to-market skills are required; Cisco or Splunk experience and cybersecurity or observability market knowledge are advantageous.