Account Executive - Splunk (West)

Cisco • San Jose, CA

2d • $292,000 - $383,300 • Remote

About The Position

Splunk, a Cisco company, provides a unified security and observability platform for hybrid, multi-cloud environments. The Account Executive is an individual contributor responsible for driving revenue growth across large enterprise accounts and delivering license, support, and service revenue targets. The role involves landing, adopting, expanding, and deepening opportunities; developing relationships across customer organizations; and orchestrating complex deals with diverse stakeholders. The Account Executive is also expected to build thought leadership in machine learning and predictive analytics, use channel relationships to uncover new opportunities, and provide timely input to corporate functions. The position can be performed from any location in the western United States and requires travel within the assigned territory.

Requirements

• At least 5 years of direct sales experience selling enterprise software to large enterprises in fast-growing, changing environments.
• At least 3 years of quota-carrying software sales experience.
• At least 2 years of experience selling enterprise SaaS, cybersecurity, observability, IT operations, or data-platform solutions.
• Experience working with partners, channels, and alliances to sell more efficiently.
• Experience partnering with Sales Engineers, Customer Success, Marketing, Partners/Alliances, Professional Services, and executive leadership to advance complex opportunities.
• At least 5 years of experience developing and executing account plans for enterprise accounts.
• At least 5 years of experience maintaining CRM opportunity data, including next steps, close dates, deal values, stage progression, and forecast categories.
• Willingness and ability to travel within the assigned territory.

Nice To Haves

• Experience with subscription, SaaS, or cloud software.
• Experience achieving sales targets with prospects and customers in a defined territory, across both new business and existing customers.
• Ability to forecast quarterly revenue within an established sales methodology and cadence, including identifying risks, dependencies, and required actions.
• Ability to provide insight and feedback on dynamic data sources to support high-value prospecting, strategic outreach, forecasting, and pipeline development.
• Ability to incorporate market insights, emerging technologies, and competitive intelligence into customer-facing materials and sales engagements.
• Ability to use broad and targeted discovery to uncover customer needs and coordinate tailored solutions.
• Ability to build trusted customer relationships by actively listening, providing relevant insights, and engaging key organizational influencers.
• Ability to collaborate with colleagues to solve customer challenges.

Responsibilities

• Deliver license, support, and service revenue targets.
• Land, adopt, expand, and deepen sales opportunities.
• Explore relationships and business possibilities across clients’ organizations.
• Build thought leadership in machine learning and predictive analytics.
• Expand customer relationships and orchestrate complex deals across diverse stakeholders.
• Use channel relationships to identify and open new opportunities.
• Provide timely and informative input to other corporate functions.
• Develop and execute account plans for enterprise accounts, including identifying business priorities, buying centers, whitespace, competitive landscape, and expansion opportunities.
• Maintain CRM opportunity information, including next steps, close dates, deal values, stage progression, and forecast categories.
• Forecast quarterly revenue using an established sales methodology and cadence, identifying risks, dependencies, and required actions.
• Use market insights, emerging technologies, and competitive analysis in customer-facing materials, presentations, demonstrations, and sales engagements.
• Discover customer needs and coordinate tailored solutions.
• Build trusted customer relationships by understanding business needs, providing relevant insights, and engaging organizational stakeholders.
• Collaborate with colleagues to solve customer challenges.
• Work with partners, channels, alliances, Sales Engineers, Customer Success, Marketing, Professional Services, and executive leadership to advance complex opportunities.
• Travel within the assigned territory to meet business and customer engagement requirements.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) plan with Cisco matching contribution
• Paid parental leave
• Short- and long-term disability coverage
• Basic life insurance
• Paid holidays
• Floating holiday for non-exempt employees
• Paid birthday day off
• Paid year-end holiday shutdown
• Paid personal wellness days
• Paid vacation time for non-exempt employees
• Flexible vacation time off program for eligible exempt employees
• Paid sick time
• Additional paid time away may be requested for critical or emergency family issues
• Optional paid volunteer days
• Performance-based sales incentive compensation
• Potential Cisco restricted stock unit grants

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed