Job Title: Account Executive - Splunk - Commercial
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. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. 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. Come help organizations be their best, while you reach new heights with a team that has your back.
Role Summary
Are you passionate about technology and making your customers successful, and do you have the ability to articulate the value and return on investment of an enterprise solution across multiple decision-makers? If yes, this could be the role for you!
We are seeking a hardworking sales professional to drive revenue growth and grow a geo-based territory business with an account set of existing customers and new prospects, You will work with business partners to create compelling solutions, drive local reach, and enable a high degree of transactional velocity.
Account Executives are individual contributors who play a vital role in driving a significant share of revenue for Splunk.
We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. The work you'll do will directly impact the experience of our customers
What you'll get to do
You will establish a vision and plan to guide your long-term approach to pipeline generation. You will consistently deliver license, support, and service revenue targets - dedication to the number and to deadlines. In addition, you will:
Responsible for selling Splunk's products and services, developing new accounts, and growing existing accounts.
Develop and implement strategic sales plans to achieve or exceed sales targets within the assigned region.
Identify and prospect potential customers, including conducting market research and cold calling, to generate new business opportunities.
Responsible for the business by building and developing account relationships through personalized contact, understanding of account's needs, and ability to communicate the value of Splunk Solutions.
Understand the customer journey and provide insights to improve the sales process and customer engagement.
Conduct territory planning to effectively prioritize and lead sales activities.
Support Channel Partners to create net new customer opportunities and upgrade/expansion opportunities in customer accounts.
Must-have Qualifications
3+ years of SaaS sales experience, which includes experience in a discrete quota carrying role, ISR role, or similar role
Experience selling B2B application; on-demand/SaaS, IT Infrastructure Management, Data / Log Analytics or Cloud Security
Nice-to-have Qualifications
We've taken special care to separate the must-have qualifications from the nice-to-haves. "Nice-to-have" means just that: Nice. To. Have. So, don't worry if you can't check off every box. We're not hiring a list of bullet points-we're interested in the whole you.
An understanding of how Splunk products and services solve customer problems.
A consistent history of over performing on sales targets.
Proficiency in consultative/solution selling techniques, such as: MEDDPICC and Value Selling.
Skilled at territory planning and forecasting; proficient at driving a full sales cycle.
Proficiency in critical judgment, including the ability to analyze complex situations, assess risks, develop creative solutions, and make informed decisions.
Strong negotiation and communication skills, both verbal and written.
Excellent presentation skills with the ability to effectively convey the value proposition of our products or services to customers.
Possesses confidence and maintains poise when meeting with C-level executives.
Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics.
Splunk is an Equal Opportunity Employer
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.
On Target Earnings Range: $143,100 - $174,900 USD
When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.
U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.
Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco's flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco's Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.
Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components.
