Observability Sales Specialist (US - Northeast)

Cisco • Boston, MA

12d

About The Position

The Observability Sales Specialist is instrumental in growing our business and expanding the number of multi-product customers. Specialists are the experts for Splunk’s Observability solutions supporting the execution of field activities around premium products & helping drive product area expansion at the theater level.
This exciting and strategic role will require a highly knowledgeable individual to engage and influence prospects and existing Splunk customers to increase portfolio usage, improve deal sizes & expand the customer base via new solutions and/or value crafted expansion.

Requirements

• 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
• Prior Observability or Security Solutions
• Travel up to 25 - 50% of time, depending on the region
• Applicants must be located in the Northeast region of the United States. This position requires the ability to travel between New York City (NYC) and Boston as needed. The frequency of travel may vary and candidates should be prepared for the possibility of frequent travel based on business needs.

Nice To Haves

• Practitioner expertise with IT Operations, Security or Observability capabilities is a plus
• Demonstrate deep understanding of industry & competitive insights in the AIOps and Observability markets.
• Comfortable enabling others with Observability solution sales knowledge.
• Thrives in an open, always changing, and exciting team environment
• Able to work independently and remotely with other members of your team and corporate functions
• Demonstrates a record of use-case positioning with a “C” suite persona, supporting large and sophisticated customer deployment decisions.
• Strong executive presence, including communication and presentation skills to both large and small crowds.
• Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
• Familiarity with & comfortable using value based selling tools, account-targeting strategies and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is valued.

Responsibilities

• Partner with Regional Sales Managers to develop account and sales plans for customers to increase the mix of products and capabilities related to Observability
• Interlock and work with the Observability GTM team to help identify, define and promote repeatable problem solving solutions and drive the GTM strategy.
• Provide expertise and mentorship around the Observability portfolio of solutions. This includes enabling sales on having impactful conversations with key personas and developing a complete solution that includes software, services, and the right pricing strategy.
• Assist Sellers by directly leading Observability Sales Activities with customers that support Qualification, Solution Definition, and Validation of our ITOps/Observability Solutions with strategic opportunities.
• Inform theater sales leadership (i.e. Group Vice Presidents/Area Vice Presidents) on GTM account/execution progress, competitive insights and partner ecosystem developments.
• Thought-leadership, publish online (ie. LinkedIn blogs, etc.) and speak at customer and partner meetings and events
• Build, promote, and support customer community development opportunities such as user group meetings or executive roundtable discussions.
• Educates GTM campaigns, target personas and personalized communication
• Understand and help identify the ITOps/Observability competitive landscape within accounts and collaborate with account teams and Strategists to develop positioning tactics.
• Be the point of liaison for Observability solution area information sharing amongst theater and partner resources.

Benefits

• U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance.
• Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.
• 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
• Non-exempt employees receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
• Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
• 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

What This Job Offers

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