Sales Business Development Manager (Remote)

Cisco

15h•Remote

About The Position

Do you want to make an impact and help transform the way companies do business? Splunk’s Cloud business is continuing to grow rapidly, and we are looking for a top notch Cloud Deal Manager team member to help ensure its continued success. Candidates should have a measurable track record in selling Splunk’s cloud solutions or SaaS solutions overall. The Cloud Deal Manager will play a key role leading the sales team to sell Splunk Cloud in a way that results in continued growth, and equally importantly, customer success and good business for Splunk overall. This role can be performed anywhere in the United States. Your Impact Be an overall Splunk Cloud selling resource for sales team members to help them position, build, mature and close Cloud business. Provide them with expert guidance to better qualify, understand customer problems/use cases to best position Splunk Cloud to meet the customers’ requirements. Present to customers on the value of Splunk Cloud, the value of workload pricing, and the benefits of choosing the Splunk Cloud platform to support a customer's current state and future growth. Help position, structure, guide and review sales proposals to ensure they are correct and aligned with discount quality and overall Best Practices for selling Splunk Cloud. Proactively find opportunities to drive cloud incremental revenue and work with Sales Leadership to prioritize and implement programs to close deals. Identify obstacles to successful Cloud selling, develop and implement programs to remove them. Participate and position upgrade discussions or expansion opportunities with customers to align with cloud architect protocols. Communicate to Splunk leadership observations from the Field that may help change or adjust overall strategy. Participate in business and strategy planning meetings with leadership. Participate in regular schedule Strategic Deals Reviews to support Cloud opportunities and explore how Cloud can be used to gain competitive advantage and to win other opportunities as well. Manage Customer Overage Reports and assist Account Teams with execution of overage plays. Deliver regular education sessions to the sales teams that will make it natural for them to sell Cloud in a way that accelerates sales cycles, deal sizes, customer success and ensures good business. Understand and use the TCO and Interactive Value Assessment tools to help the sales team incorporate this into their sales opportunities on a regular basis. Act as a liaison for sharing information between account teams, Cloud Product Management, Engineering and Operations. Build and participate in presenting compelling proposals for prospective customers on the value of Splunk Cloud and how it will impact their business and return on investment. Present to customers on the value of Splunk cloud, customized for the audience (technical, executive), to build their interest in Splunk Cloud and to build a sense of urgency to migrate to splunk cloud ASAP. Present internal to Splunk Operations unique customer requirements to build consensus for custom (non-standard) splunk cloud deployments. Complete strategic marketing and business programs to drive cloud adoption, drive upgrades and convert target clients from ingest to workload-based-pricing. Review customer’s cloud environment and usage to determine if any architecture changes can enhance any performance issues. Collaborate with Cloud Architects, PM and Cloud delivery on these architectural change proposals.

Requirements

2 + years software selling experience, ideally selling Splunk Cloud or similar Industry SAAS solutions, ideally with IT Operations and Security use cases, and successful sales of over $4M in Annual Revenue.

Nice To Haves

Thrives in a fast-paced, high growth, rapidly changing environment.
Currently and consistently over the year overachieved quota (top producer, made presidents club, etc).
Successful track record working closely with sales leadership and guiding sales teams to effectively sell a solution with a different selling motion and value proposition.

Responsibilities

Be an overall Splunk Cloud selling resource for sales team members to help them position, build, mature and close Cloud business.
Provide them with expert guidance to better qualify, understand customer problems/use cases to best position Splunk Cloud to meet the customers’ requirements.
Present to customers on the value of Splunk Cloud, the value of workload pricing, and the benefits of choosing the Splunk Cloud platform to support a customer's current state and future growth.
Help position, structure, guide and review sales proposals to ensure they are correct and aligned with discount quality and overall Best Practices for selling Splunk Cloud.
Proactively find opportunities to drive cloud incremental revenue and work with Sales Leadership to prioritize and implement programs to close deals.
Identify obstacles to successful Cloud selling, develop and implement programs to remove them.
Participate and position upgrade discussions or expansion opportunities with customers to align with cloud architect protocols.
Communicate to Splunk leadership observations from the Field that may help change or adjust overall strategy.
Participate in business and strategy planning meetings with leadership.
Participate in regular schedule Strategic Deals Reviews to support Cloud opportunities and explore how Cloud can be used to gain competitive advantage and to win other opportunities as well.
Manage Customer Overage Reports and assist Account Teams with execution of overage plays.
Deliver regular education sessions to the sales teams that will make it natural for them to sell Cloud in a way that accelerates sales cycles, deal sizes, customer success and ensures good business.
Understand and use the TCO and Interactive Value Assessment tools to help the sales team incorporate this into their sales opportunities on a regular basis.
Act as a liaison for sharing information between account teams, Cloud Product Management, Engineering and Operations.
Build and participate in presenting compelling proposals for prospective customers on the value of Splunk Cloud and how it will impact their business and return on investment.
Present to customers on the value of Splunk cloud, customized for the audience (technical, executive), to build their interest in Splunk Cloud and to build a sense of urgency to migrate to splunk cloud ASAP.
Present internal to Splunk Operations unique customer requirements to build consensus for custom (non-standard) splunk cloud deployments.
Complete strategic marketing and business programs to drive cloud adoption, drive upgrades and convert target clients from ingest to workload-based-pricing.
Review customer’s cloud environment and usage to determine if any architecture changes can enhance any performance issues.
Collaborate with Cloud Architects, PM and Cloud delivery on these architectural change proposals.

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.
U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies: 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
For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan.