Account Executive - Splunk (Mid-Atlantic Region)

Cisco•Mclean, VA

6d•$269,300 - $440,900

About The Position

The Account Executive is an individual contributor responsible for driving revenue growth by selling to large enterprise accounts across the Mid-Atlantic region. The role delivers license, support, and service revenue targets while landing, adopting, expanding, and deepening sales opportunities. It explores relationships and business possibilities throughout client organizations, develops thought leadership in machine learning and predictive analytics, and orchestrates complex deals with diverse stakeholders. The Account Executive also uses channel relationships to identify new opportunities and provides timely, informative feedback to corporate functions. The role may be performed from any location in the Mid-Atlantic or Southeast regions of the United States and requires travel within the assigned territory. The position requires substantial enterprise software sales experience, including quota-carrying software sales and experience selling SaaS or related enterprise solutions. The Account Executive develops and executes enterprise account plans, maintains accurate CRM opportunity and forecast data, and works with internal teams and external partners to advance complex opportunities. Preferred qualifications include experience with subscriptions, SaaS, or cloud software; revenue forecasting; territory sales; customer discovery and relationship-building; and using market and competitive insights in customer engagements. The posted starting salary range is $269,300 to $360,800, excluding incentive compensation, equity, and benefits. For quota-based sales roles, the stated ranges include base pay and sales target incentive compensation. Cisco benefits for eligible U.S. employees include medical, dental, and vision insurance; a 401(k) plan with matching contribution; paid parental leave; disability coverage; life insurance; paid holidays and other paid time away; and optional paid volunteer days. Sales employees may receive performance-based incentive pay and may be eligible for restricted stock unit grants.

Requirements

At least 7 years of direct sales experience selling enterprise software to large enterprises in fast-growing, changing, and driven environments.
At least 5 years of quota-carrying software sales experience, including at least 2 years 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, including identifying business priorities, buying centers, whitespace, competitive landscape, and expansion opportunities.
At least 5 years of experience maintaining CRM opportunity data, next steps, close dates, deal values, stage progression, and forecast categories.
Willingness and ability to travel within the assigned territory to meet business and customer engagement requirements.

Nice To Haves

Experience with subscription, SaaS, or cloud software.
Ability to forecast quarterly revenue within an established sales methodology and cadence, including clear identification of risks, dependencies, and required actions.
Experience achieving sales targets with prospects and customers in a defined territory.
Experience meeting sales targets across new business and existing customers within an assigned territory.
Ability to incorporate market insights, emerging technologies, and competitive intelligence into customer-facing materials, presentations, demonstrations, and sales engagements.
Ability to use broad and targeted discovery to uncover customer needs and coordinate tailored solutions.
Ability to build trusted customer relationships through active listening, relevant insights, and engagement with key organizational stakeholders.
Ability to collaborate with colleagues across functions to solve customer challenges.

Responsibilities

Drive revenue growth by calling on large enterprise accounts.
Consistently deliver license, support, and service revenue targets and meet deadlines.
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 relationships and orchestrate complex deals across diverse business 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.
Maintain CRM opportunity data, next steps, close dates, deal values, stage progression, and forecast categories.
Provide insight into dynamic data sources to support prospecting, strategic outreach, pipeline, and forecasting.
Forecast quarterly revenue using an established sales methodology and cadence, identifying risks, dependencies, and actions.
Achieve sales targets across new business and existing customers in the assigned territory.
Use market insights, emerging technologies, and competitive analysis in customer-facing materials, demonstrations, presentations, and sales engagements.
Discover customer needs and coordinate tailored solutions.
Build trusted customer relationships by listening, providing relevant insights, and engaging organizational influencers and stakeholders.
Collaborate cross-functionally to identify and resolve customer challenges.
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 or flexible vacation time off, depending on employee classification
Paid sick time
Additional paid time away for critical or emergency family issues
Optional paid volunteer days
Performance-based sales incentive pay
Potential restricted stock unit grants