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About the Role

Influence and drive strategic decisions within Splunk customer’s buying center by leveraging SaaS and cloud expertise with cybersecurity and observability competitor and market insights. Serve as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers’ strategic goals and needs, driving incremental revenue growth and recurring revenue.

Responsibilities

• Maintain a comprehensive understanding of Splunk’s products, services, and solutions.
• Liaise with other portfolio sellers to ensure adherence and alignment to GTM processes, tools, and methodologies.
• Own the legal goal, create and manage quality pipeline, develop business, negotiate, and close the deal.
• Build the sales funnel through opportunity prospecting, develop and own opportunities through to sales completion to achieve revenue goals.
• Analyze data and create forecasts to set weekly, monthly, and quarterly sales commitments.
• Conduct business and technical evaluations to ensure proposals meet customers’ business objectives.
• Identify new opportunities, develop proposals, and create account plans.
• Closely monitor cybersecurity and observability trends, market dynamics, and competitive landscapes.
• Oversee overall customer strategy, value, and relationship.
• Develop deep understanding of customer business risk and opportunities to ensure value realization.
• Spend most of the time between prospect/qualification and proposal of the deal.
• Develop agreements that drive customer success, incremental annual contract value and create sustained value realization for the customer.
• Develop and deliver quarterly business outlook (QBOs) portfolio wide proposals, and other prioritization strategy and frameworks.
• Integrate account(s) strategy with Splunk business strategy to lead build of incremental growth roadmap.
• Drive incremental growth trajectory and positions multiple Splunk solutions together to optimize opportunities and build bundling strategies.
• Lead high-impact initiatives around sales tools, technologies, and methods, and drives influence internally and with customer organizations.
• Influence company-wide investment in tools, technologies, and process innovations.

Requirements

• Bachelors + 12 years of related experience, or Masters + 8 years of related experience, or PhD + 5 years of related experience.
• Consultative sales experience and challenging companies/businesses to think differently.
• Consistent track record of exceeding goals and quota.
• Consistent track record of developing new business and managing sales cycle, from generating leads through closing.
• Strong technical aptitude.
• Self-starter able to work independently but also a contributing member of a team.
• Highly motivated and professional, with excellent communication and interpersonal skills.

Skills

• SaaS expertise
• Cloud expertise
• Cybersecurity market insights
• Observability market insights
• Splunk products knowledge
• Splunk services knowledge
• Splunk solutions knowledge
• GTM processes
• Sales funnel development
• Forecasting
• Business evaluations
• Technical evaluations
• Account planning
• Customer risk analysis
• Value realization
• Sales cycle management
• Lead generation
• C-suite engagement
• Security market
• Observability market
• Emerging cloud technologies
• SaaS technologies
• Customer organization structure analysis
• Customer business processes analysis
• Customer strategic objectives analysis
• Customer challenges analysis
• Relationship building
• Decision maker engagement
• GTM strategy adaptation
• Industry trend analysis
• Competitor risk analysis
• Customer needs analysis
• Transformative business outcomes
• Long-term strategic alignment
• Enterprise resilience
• Visionary insights
• Portfolio wide proposals
• Prioritization strategy
• Growth roadmap development
• Bundling strategies
• Sales tools
• Sales technologies
• Sales methods

Location

• San Francisco, CA Bay Area

Work Type

• Full-time

Experience Level

• 12 years of related experience (with Bachelors)
• 8 years of related experience (with Masters)
• 5 years of related experience (with PhD)

Education Level

• Bachelors Degree
• Masters Degree
• PhD

Salary/Compensations

• $317,900.00 - $401,200.00 (U.S. and/or Canada)
• $317,900.00 - $461,500.00 (New York City Metro Area)
• $304,700.00 - $454,700.00 (Non-Metro New York state & Washington state)

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) plan with Cisco matching contribution
• Paid parental leave
• Short-term disability coverage
• Long-term disability coverage
• Basic life insurance
• 10 paid holidays per full calendar year
• 1 floating holiday for non-exempt employees
• 1 paid day off for employee’s birthday
• Paid year-end holiday shutdown
• 4 paid days off for personal wellness
• 16 days of paid vacation time per full calendar year (non-exempt employees)
• Flexible vacation time off program (exempt employees)
• 80 hours of sick time off provided on hire date and each January 1st thereafter
• Up to 80 hours of unused sick time carried forward
• Additional paid time away for critical or emergency family issues
• Optional 10 paid days per full calendar year to volunteer
• Annual bonuses (for non-sales roles)
• Performance-based incentive pay (for sales roles)
• Restricted stock units

About the Company

• 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.
• 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.