- An individual that has success hiring and developing high performing Federal Sales teams.
- Success adapting in fast-growing and changing environments.
- Strong influencer at (C-suite) executive level and addressing key business issues.
- Success orchestrating and aligning decision makers around a common objective.
- Directly lead the sales directors/leaders covering the Civilian segments of the federal government and work closely with assigned technical resources and other functional teams.
- Consistently deliver software license revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
- Review the activities and performance of staff under supervision, setting expectations and providing mentorship and direction as needed; ensure that managers do the same for their staff.
- Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
- Effectively manage segments by considering all accounts collectively; establish accurate account plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results.
- Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region.
- Develop & lead integrated campaigns with marketing, channel, BD and customer success teams to drive pipeline growth. Monitor results and adjust strategies as needed.
- Unearth customer insights, define value proposition, determine appropriate sales and marketing strategy to improve growth objectives.
- Maintain market and competitor intelligence and develop strategies to maintain the Company’s competitiveness.
- Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to build a seamless customer experience.
- Use CR, analytics and reporting systems (Salesforce) extensively.
- 10+ years leading federal sales teams; or equivalent experience
- Second or third line sales management experience required.
- 5+ years selling software or SaaS based solutions to the Civilian community.
- Relevant software industry expertise in any of the following: IT systems, enterprise or infrastructure management, application development and management, cyber security, business applications and/or analytics. Experience with cloud / SaaS solutions is a huge plus.
- Proven history of consistently meeting/exceeding sales quotas personally and as a sales leader.
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
- Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
- Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations.
- Minimum of a Bachelor's degree or equivalent job experience
- Must currently be authorized to work in the United States on a full time basis
Please see information regarding Splunk’s US Benefits and meet our Splunk Leadership.
Splunk is an Equal Opportunity Employer: At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.
Note:
OTE Pay Ranges
For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).
SF Bay Area, Seattle Metro, and New York City Metro Area
On Target Earnings: $344,000.00 - 473,000.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $328,000.00 - 451,000.00 per year
Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.
Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.
Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
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