Sales

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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. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers and partners 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. 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.

Splunk is seeking a highly motivated, results oriented individual to join our dynamic Partner Technical Engineering team, with a focus on working with our Telecommunications partners. As an advocate for our Partners, you are responsible for working with a wide variety of internal stakeholders on the key partner technical initiatives that will accelerate Splunk opportunities, aligning partners with opportunities, and ensuring partner aptitude meets the needs of available opportunities. You will evangelize our solutions across a broad ecosystem, working closely with key partners to ensure their teams are properly trained, positioned, and empowered. Partner Technical Managers actively drive partner-led technical activities including service creation discovery, solution architecture, and lead the technology evaluation stage of the sales process, working in conjunction with Partner Sales teams as a key technical advisor, mentor, and advocate for Splunk solutions.

Duties and Responsibilities

Partner with architects and technical leaders at Splunk’s most strategic Telecommunications partners to define and develop technical and business strategies.
Understand and internalize Telecommunications partner solution architectures. Identify where Splunk products can have the most impact.
Secure partner commitment to build net-new solutions on Splunk+Cisco products by working with Product Managers and Product Offering leaders inside assigned Telecommunications partner accounts.
Identify, shape and size complex opportunities to drive business at scale across Splunk’s Telecommunications partners.
Responsible for crafting and presenting technical content, whiteboard sessions and iteration through possible technical designs to recommend the best option.
Establish and maintain leverage-able relationships with key technical staff and leadership inside assigned partners accounts, including understanding and navigating organizational complexity.
Assemble and share best-practice knowledge among the worldwide Splunk and partner technical sales community
Discovery of Telecommunications partner product application stacks to understand the tools and software the provider uses to manage their infrastructure, support services, and to deliver their client solutions. Drive the technical discovery process involving a series of steps to gather detailed information about the partner’s client solution architecture, tools, and how they interact within the overall environment.
Work in close collaboration with Splunk Partner executives to build and implement a technical business plan
Design and launch differentiated solution offerings with Telecommunications partners.
Demonstrate Splunk products and services, including the intersections with partner products and services.
Participate in and deliver Business Reviews and executive briefings
Demonstrate our offerings to partners and customers, both on-site and remotely.
Work with Telecommunications partners to deliver and lead Proof of Value engagements to successful outcomes.
Conduct training, enablement, and partner certification sessions.
Overcome technical sales obstacles using creative and adaptive approaches.
Communicate and deliver product messaging at all levels, from an SE-level deep dive to a C-level elevator pitch.
Willingness to travel 20%

Business Knowledge and Experience

Experience working with large Telecommunications organizations and partners and strategic technology alliances
Self-starter with challenger mindset, and ability to own and drive technical initiatives that are innovative and groundbreaking
History of conducting large-scale assessments and/or evaluations, including managing expectations, deliverables, and complex systems as well as the teams that support them
Comfortable presenting to individuals and/or teams including technical staff through C-suite
Full stack experience, including cloud/SaaS platforms, data, network, endpoint, NOC/SOC, or MSP-related cybersecurity and/or observability
Experience working with or at a Telecommunications company and with Cisco products and solutions is highly valued
Domain experience in at least one of the following areas: Big Data, Application Performance Management, Security & Compliance, Business Intelligence & Web Analytics, Operational Intelligence, ITOA, App/Dev Lifecycle, Artificial Intelligence, and Internet of Things.
Understanding of primary sales drivers for large scale partners and alliances
Ability to participate in account/business planning sessions to identify new and follow-up solutions, services, and education opportunities.
Ability to develop and articulate business value.
Security, Compliance, Observability, Analytics, or Service Assurance experience for Managed Network, Security, Voice, Collaboration, Contact Center, 5G Edge, IoT, or Fleet Management offerings is highly desirable.

Requirements:

5+ years of hands on technical experience, either as a Sales Engineer, Partner Technical Pre-Sales Engineer, Security Engineer or senior level Product Manager
Strong written and verbal communication skills.
Bachelor of Science degree in EE, CE, Computer Science, MIS, or Business.

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

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: $196,000.00 - 269,500.00 per year

California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

On Target Earnings: $182,000.00 - 250,250.00 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 next-level benefits at https://splunkbenefits.com.

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