Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you.
Role:
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.
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.
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 Worldwide Observability Strategists 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 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.
Requirements:
- 5-8 years of experience in a customer-facing role in enterprise/SaaS software environment
- Prior Observability or Security Solutions selling
- 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.
- Travel up to 25 - 50% of time, depending on the region
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: $230,400.00 - 316,800.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $219,600.00 - 301,950.00 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's Hiring Practices
Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.
We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. 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. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Equal Employment Opportunity Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.
Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.
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.
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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