Account Executive - Splunk

Cisco•San Francisco, CA

2d•$317,900 - $461,500•Remote

About The Position

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. Come help organizations be their best, while you reach new heights with a team that has your back. Your Impact 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. Maintain a comprehensive understanding of Splunk’s products, services, and solutions. Liaises 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 owns opportunities through to sales completion to achieve revenue goals. Analyse 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 Specialization and Focus - Specialist in Splunk solutions, services, and products Customer Engagement and Accountability - Primary influencer. Oversee overall customer strategy, value, and relationship. Develop deep understanding of customer business risk and opportunities to ensure value realization The Internal Sales Process - All deal stages. Spend most of the time between prospect/qualification and proposal of the deal Corporate Interlock - Low corporate interlock Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP) Success Measures - Sustained Splunk portfolio growth, account growth, account retention, incremental annual contract value (IACV) Deals are typically the most significant, involving multiple stakeholders and the entire gamut of Splunk solutions Typically prospects new with C-suite, including key stakeholders across global organizations Serves as go-to authority on the security and observability market, emerging cloud and SaaS technologies, advise customers on value creation Leverage deep knowledge of customer(s) organization structure, business processes, strategic objectives, and challenges to anticipate and meet customer needs and priorities Build and nurture relationships with key decision makers, leveraging a deep understanding of their unique perspectives and priorities Enable adaptable GTM strategies by advising internal and external stakeholders on security and observability industry shifts, competitor risks and evolving customer needs Cultivate trusted C-suite relationships to deliver transformative business outcomes and long-term strategic alignment Position Splunk as critical for enterprise resilience by delivering visionary insights and industry-leading solutions tailored to customer long-term business objectives 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
Excellent verbal and written communication skills
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

Responsibilities

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.
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.
Serve as go-to authority on the security and observability market, emerging cloud and SaaS technologies, advise customers on value creation.
Leverage deep knowledge of customer(s) organization structure, business processes, strategic objectives, and challenges to anticipate and meet customer needs and priorities.
Build and nurture relationships with key decision makers, leveraging a deep understanding of their unique perspectives and priorities.
Enable adaptable GTM strategies by advising internal and external stakeholders on security and observability industry shifts, competitor risks and evolving customer needs.
Cultivate trusted C-suite relationships to deliver transformative business outcomes and long-term strategic alignment.
Position Splunk as critical for enterprise resilience by delivering visionary insights and industry-leading solutions tailored to customer long-term business objectives.
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.

Benefits

medical, dental and vision insurance
a 401(k) plan with a Cisco matching contribution
paid parental leave
short and long-term disability coverage
basic life insurance
Cisco restricted stock units
10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees (non-exempt)
flexible vacation time off program (exempt)
80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
Additional paid time away may be requested to deal with critical or emergency issues for family members
Optional 10 paid days per full calendar year to volunteer
annual bonuses (for non-sales roles)
performance-based incentive pay on top of their base salary (for sales roles)