Federal Partner Sales Manager (Civilian and DoD)

Sumo Logic - Washington, DC4.2

In June 2017, Sumo Logic announced another $75M funding round led by Sapphire Ventures, with participation from new and existing investors including DFJ Growth, Greylock Partners, Sequoia Capital, and others ( https://www.sumologic.com/press/2017-06-27/75-million-funding-round/). This brings our total funding to $235.5M to date. Sumo Logic's business has scaled significantly, tripling both our annual recurring revenue and customer count to over 1,500 customers, reflecting every major vertical and company size.

Who Are We?

We are a secure, cloud-native, machine data analytics service, delivering real-time, continuous intelligence from structured, semistructured and unstructured data across the entire application lifecycle and stack. Our mission is to democratize analytics, making it accessible, simple and powerful for businesses of all sizes to build, run and secure their organizations. With Sumo Logic, customers can harness the power of machine data to gain operational business and customer insights that lead to competitive advantage and differentiated customer experience.

What Do We Do?

Sumo Logic was founded in 2010 by experts in log management, scalable systems, big data, and security. We imagined a world of Yottabyte-scale machine data, where machine learning algorithms and advanced analytics could make sense of it all. Today, our purpose-built, cloud-native service analyzes more than 100 petabytes of data, more than 16 million searches, and delivers 10s of millions of insights daily – positioning Sumo among the most powerful machine data analytics services in the world. Our customers around the globe rely on Sumo Logic for the analytics and insights to build, run and secure their modern applications and cloud infrastructures. With Sumo Logic, customers gain a service-model advantage to accelerate their shift to continuous innovation, increasing competitive advantage, business, and growth.

As the Federal Partner Sales Manager, you will help create and deliver on a strategy to amplify our efforts with U.S. Federal (Civilian & DoD) Markets. Your responsibilities as an individual contributor will include working with internal Sumo Logic teams to develop and maintain a pipeline of Federal grant initiatives that Sumo Logic can influence to leverage cloud.

Internally, you will work closely with technical and business teams to identify disruptive opportunities for commercial cloud in grant-funded initiatives.

Externally, you will identify ways to influence grant initiatives (both tactically and strategically) and identify and support respondents, across Educational, State, and Local Government, Not-for-Profit, and Private Sector organizations. In support of grant respondents, you will support bid/proposal approaches, technical solutions, and written proposals. You will operate in both strategic and tactical capacities and work to develop a programmatic approach to influencing and supporting U.S. federal grant and R&D. The core objective of this role is to help drive sales within the Federal sector.

The ideal candidate will possess a unique blend of business development experience, technical depth, communication skills, and entrepreneurial acumen to build a new program.

You should understand common research requirements and operational models. You will have deep industry background that enables you to engage and communicate effectively in a wide range of technical and business discussions with internal Sumo Logic colleagues and external stakeholders. They will demonstrable technical depth and the expertise to inform and support innovative cloud-based solutions, proposal win themes, and technical differentiators.
You will use your hands-on partner management experience to help capture and close individual contracts and large government programs around cloud.

Key Requirements:
  • Demonstrated technical depth regarding advanced computing concepts (e.g., Cloud - AWS, Azure, GCP, AI/ML, etc).
  • Account or large program management experience in the U.S. Federal Civilian and DoD
  • Experience influencing, winning, and managing competitive contract opportunities
  • Enterprise sales experience, including successful large program ($10M+) capture with a minimum of 7 years experience
  • Excellent oral and written communication skills in both technical and analytical domains and experience identifying bid opportunities and leading proposal responses to RFx's
  • Excellent communicator who can quickly earn the respect of the team, partners, and customers
  • Solid ability to develop, communicate, and document strategic programs and initiatives to stakeholders and executive management alike
  • Experience and relationships with top FSIs, i.e CACI, GD, BAH, Leidos, Accenture Federal, AT&T