Account Executive - Splunk (Mid-Atlantic Region)

Cisco•Mclean, VA

About The Position

Splunk, a Cisco company, is seeking a hardworking, driven sales professional to grow revenue by selling to large enterprise accounts. The Account Executive is an individual contributor responsible for a significant share of Splunk and Cisco revenue, delivering license, support, and service revenue targets while meeting sales deadlines. The position can be performed from any location in the Mid-Atlantic or Southeast regions of the United States, with travel within the assigned territory as required for business and customer engagements. The Account Executive will develop and expand enterprise relationships and opportunities, including across diverse stakeholders and the customer’s broader organization. The role involves applying the partner and channel ecosystem, collaborating with internal teams to advance complex deals, and providing useful feedback to corporate functions. The successful candidate will build knowledge and thought leadership in machine learning and predictive analytics and contribute to customer security and observability outcomes.

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 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

Ability to provide insight and feedback on dynamic data sources to support high-value prospecting, strategic outreach, and a strong forecast and pipeline.
Experience forecasting quarterly revenue using an established sales methodology and cadence, with clear identification of risks, dependencies, and required actions.
Experience with subscription, SaaS, or cloud software.
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.
Experience using market insights, emerging technologies, and competitive analysis in customer-facing materials and demonstrations.
Ability to use broad and targeted discovery to uncover customer needs and coordinate tailored solutions.
Ability to build customer trust through active listening, relevant insights, and relationships with key organizational influencers.
Ability to collaborate with colleagues to solve customer challenges.

Responsibilities

Deliver license, support, and service revenue targets and meet associated deadlines.
Land, adopt, expand, and deepen sales opportunities.
Develop relationships and business opportunities across the customer’s organization.
Build thought leadership in machine learning and predictive analytics.
Expand customer relationships and coordinate complex deals with diverse business stakeholders.
Use channel and partner 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 business priorities, buying centers, whitespace, competitive landscape, and expansion opportunities.
Maintain CRM opportunity data, 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 intelligence in customer-facing materials, presentations, demonstrations, and sales engagements.
Use discovery to identify customer needs and coordinate tailored solutions.
Build trusted customer relationships by understanding business needs, providing relevant insights, and engaging key organizational 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-term and long-term disability coverage
Basic life insurance
Cisco restricted stock unit grants may be available, subject to eligibility and continued employment
Paid holidays and a floating holiday for non-exempt employees
Paid birthday day off
Paid year-end holiday shutdown
Paid personal wellness days
Vacation time or flexible vacation time off, depending on employee classification and eligibility
Paid sick time
Additional paid time away may be requested for critical or emergency family issues
Optional paid volunteer days
Sales-plan performance-based incentive pay, subject to the applicable Cisco plan