About this role
- What You'll Do
- Serve as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers' strategic goals and business needs to drive incremental revenue growth and recurring revenue.
- Own the end-to-end sales cycle, from prospecting and qualification through proposal, negotiation and close, while building and maintaining a high-quality pipeline to achieve revenue goals.
- Orchestrate multi-faceted, highly complex deal cycles involving multiple stakeholders and buying personas across areas such as security, infrastructure, applications, cloud and IT operations.
- Build trusted relationships with C-suite executives, senior technology leaders and key decision-makers, influencing strategic decisions by leveraging SaaS, cloud, cybersecurity and observability market insights.
- Develop a deep understanding of customers' business models, strategic priorities, risks and opportunities to identify new land and expansion opportunities and drive long-term value realization.
- Develop and own strategic account plans and relationship maps, applying customer, competitor and market insights to identify opportunities for Splunk portfolio growth.
- Cultivate strong knowledge of the security, observability and cloud/SaaS landscape, identifying shifts in market dynamics and the competitive landscape to provide strategic recommendations to customers and internal stakeholders.
- Conduct business and technical evaluations to ensure proposed solutions align with customers' business objectives and demonstrate clear long-term value and ROI.
- Lead executive-level engagements and complex commercial negotiations, balancing pricing, service levels, contractual commitments and customer requirements to secure mutually beneficial agreements.
- Expertly navigate commercial, legal, procurement and technical requirements and risks throughout the sales process.
- Build and manage accurate sales forecasts, leveraging CRM data and business intelligence tools to set weekly, monthly and quarterly commitments and maintain strong pipeline and sales hygiene.
- Collaborate closely with Splunk portfolio sellers and cross-functional teams including Sales Engineering, RevOps, Finance, Legal and Procurement to drive successful customer outcomes and improve sales execution.
- Develop and leverage relationships with partners, distributors and the broader ecosystem to identify new opportunities, extend customer reach and accelerate deal progression.
- Maintain comprehensive knowledge of Splunk's products, services and solutions and ensure alignment with Splunk's GTM processes, tools and methodologies.
- Drive sustained Splunk portfolio and account growth, customer retention and incremental annual contract value (IACV).
- Who You Are
- You have 8+ years of relevant enterprise technology sales experience with a Bachelor's degree, 6+ years with a Master's degree, or 3+ years with a PhD.
- You have a proven track record of success in enterprise software, SaaS or platform sales, ideally selling solutions that engage multiple technical and business buying personas.
- You have demonstrated experience building pipeline and creating new opportunities, as well as developing and expanding existing strategic accounts.
- You are experienced in managing complex, multi-stakeholder enterprise sales cycles from prospecting and qualification through negotiation and close.
- You have established credibility engaging C-suite executives and senior leaders across functions such as applications, infrastructure, cloud and/or cybersecurity.
- You bring strong sales discipline gained within a structured enterprise technology environment, including pipeline management, forecasting, account planning, regular business reviews and consistent CRM hygiene.
- You have experience using Salesforce (SFDC) or comparable CRM platforms to manage opportunities, pipeline and forecasts.
- You have experience selling through and collaborating with partners, distributors and channel ecosystems as part of an enterprise sales strategy.
- You possess strong commercial acumen and are comfortable navigating complex pricing, procurement, legal and contractual discussions.
- You have the ability to understand and articulate the business and technical value of complex technology solutions, including their long-term value and ROI in the customer's environment.
- You demonstrate strong knowledge of enterprise technology trends, with experience in cloud/SaaS, cybersecurity, observability, infrastructure or application platforms highly valued.
- You have experience developing trusted customer relationships within relevant industries such as Energy, Healthcare, Retail, Conglomerates and/or Public Sector.
- You demonstrate a consistent track record of performance, professional growth and self-development, with evidence of increasing responsibility, scope or achievement throughout your career.
- You are ambitious, proactive and comfortable operating in a highly accountable, performance-driven sales environment.
- Preferred Qualifications
- Experience selling cybersecurity, observability, cloud or other enterprise platform solutions.
- Established relationships with senior technology decision-makers within relevant strategic accounts or industry sectors.
- Experience working within a global enterprise technology organization and operating within rigorous forecasting, QBR and GTM processes.
- Why Cisco?
- At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
- Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
- We are Cisco, and our power starts with you.