Splunk Channel (Partner) SE (Solutions Engineer) positions focus on enabling, supporting, and collaborating with Splunk's partner ecosystem (Distributors, Resellers, MSPs, GSIs) to sell and implement Splunk solutions. This role is distinct from an internal sales engineer, as it focuses on empowering partners to drive business growth.

Here is a detailed breakdown of a Splunk Channel Solutions Engineer job description:

Core Responsibilities

• Partner Technical Enablement: Deliver technical training, workshops, and webinars to partners to increase their proficiency in Splunk products (Core, Security, Observability).

• Sales Support: Work closely with partners to drive the technical validation (Technical Win) of Splunk solutions in sales opportunities.

• Technical Advisor: Act as the primary technical advisor and advocate for partners, providing guidance on architecture, Proof of Concepts (POCs), and best practices.

• Solution Positioning: Articulate the value of Splunk technology and product positioning to both business and technical audiences within the partner's customer base.

• Pipeline Generation: Collaborate with Partner Sales Managers to identify and open new opportunities within partner territories.

• RFI/RFP Support: Respond to technical elements of Requests for Information (RFIs) or Requests for Proposals (RFPs).

Key Skills and Qualifications

• Experience: 10-15+ years in a Partner/Channel SE role, preferably in software technology.

• Splunk/Domain Expertise: Deep knowledge of Splunk Enterprise, Splunk Enterprise Security (ES), and/or Splunk Observability Cloud or equivalent Security and Observability Solutions.

• Technical Background: Strong understanding of Security Solutions, Linux/Windows systems, networking (firewalls, load balancers), and cloud infrastructure (AWS, Azure, GCP).

• Communication: Excellent presentation and demonstration skills, with the ability to tell a compelling, story-driven, and actionable message.

• Methodologies: Knowledge of sales methodologies like MEDDIC or Challenger.

• Travel: Willingness to travel to support partners, customer meetings, and events.

Ideal Attributes

• Self-Motivated: Passionate about learning new technologies and solving customer problems.

• Growth Mindset: Curious, adaptable, and eager to coach partners.

• Analytical: Able to overcome sales obstacles using creative and adaptive approaches.

Performance Indicators (KPIs)

• iACV (Incremental Annual Contract Value): Generating new business through partners.

• Technical Win Rate: Percentage of opportunities won after technical validation.

• Partner Enablement Metrics: Number of trained/certified partner engineers.

This role is critical for scaling Splunk's business, as it leverages the partner's reach to expand into new markets.

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