Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back.
Role
This exciting and strategic role will require a highly knowledgeable individual to engage and influence prospects and existing Splunk customers to increase portfolio usage, improve deal sizes & expand the customer base via new solutions and/or value crafted expansion.
Responsibilities
- Partner with Regional Sales Managers to develop account and sales plans for customers to increase the mix of products and capabilities related to Observability
- Interlock and work with the Worldwide Observability Strategists to help identify, define and promote repeatable problem solving solutions and drive the GTM strategy.
- Provide expertise and mentorship around the Observability portfolio of solutions. This includes enabling sales on having impactful conversations with key personas and developing a complete solution that includes software, services, and the right pricing strategy.
- Assist Sellers by leading Observability Sales Activities with customers that support Qualification, Solution Definition, and Validation of our ITOps/Observability Solutions with strategic opportunities.
- Inform theater sales leadership (i.e. Group Vice Presidents/Area Vice Presidents) on GTM account/execution progress, competitive insights and partner ecosystem developments.
- Thought-leadership, publish online (ie. LinkedIn blogs, etc.) and speak at customer and partner meetings and events
- Build, promote, and support customer community development opportunities such as user group meetings or executive roundtable discussions.
- Educates GTM campaigns, target personas and personalized communication
- Understand and help identify the ITOps/Observability competitive landscape within accounts and collaborate with account teams and Strategists to develop positioning tactics.
- Be the point of liaison for Observability solution area information sharing amongst theater and partner resources.
Requirements
- 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
- Prior Observability or Security Solutions selling
- Practitioner expertise with IT Operations, Security or Observability capabilities is a plus
- Demonstrate deep understanding of industry & competitive insights in the AIOps and Observability markets.
- Comfortable enabling others with Observability solution sales knowledge.
- Thrives in an open, always changing, and exciting team environment
- Able to work independently and remotely with other members of your team and corporate functions
- Demonstrates a record of use-case positioning with a “C” suite persona, supporting large and sophisticated customer deployment decisions.
- Strong executive presence, including communication and presentation skills to both large and small crowds.
- Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
- Familiarity with & comfortable using value based selling tools, account-targeting strategies and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is valued.
- Travel up to 25 - 50% of time, depending on the region
Splunk is an Equal Opportunity Employer
At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.
Note
OTE Pay Ranges
For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).
SF Bay Area, Seattle Metro, and New York City Metro Area
On Target Earnings $230,400.00 - 316,800.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings $219,600.00 - 301,950.00 per year
Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate.
In addition to OTE, this role may be eligible for equity or long-term cash awards.
Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our next-level benefits at https //splunkbenefits.com.
