Account Executive - Splunk

Splunk Account Orchestrator

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. Come help organizations be their best, while you reach new heights with a team that has your back.

Your Impact

Influence and drive strategic decisions within Splunk customer's buying center by leveraging SaaS and cloud expertise with cybersecurity and observability competitor and market insights. Serve as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers' strategic goals and needs, driving incremental revenue growth and recurring revenue. Maintain a comprehensive understanding of Splunk's products, services, and solutions. Liaises with other portfolio sellers to ensure adherence and alignment to GTM processes, tools, and methodologies. Own the legal goal, create and manage quality pipeline, develop business, negotiate, and close the deal. Build the sales funnel through opportunity prospecting, develop and owns opportunities through to sales completion to achieve revenue goals. Analyse data and create forecasts to set weekly, monthly, and quarterly sales commitments. Conduct business and technical evaluations to ensure proposals meet customers' business objectives. Identify new opportunities, develop proposals, and create account plans. Closely monitor cybersecurity and observability trends, market dynamics, and competitive landscapes.

• Specialization and Focus - Specialist in Splunk solutions, services, and products
• Customer Engagement and Accountability - Primary influencer. Oversee overall customer strategy, value, and relationship. Develop deep understanding of customer business risk and opportunities to ensure value realization
• The Internal Sales Process - All deal stages. Spend most of the time between prospect/qualification and proposal of the deal
• Corporate Interlock - Low corporate interlock
• Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP)
• Success Measures - Sustained Splunk portfolio growth, account growth, account retention, incremental annual contract value (IACV)
• Deals are typically the most significant, involving multiple stakeholders and the entire gamut of Splunk solutions Typically prospects new with C-suite, including key stakeholders across global organizations
• Serves as go-to authority on the security and observability market, emerging cloud and SaaS technologies, advise customers on value creation
• Leverage deep knowledge of customer(s) organization structure, business processes, strategic objectives, and challenges to anticipate and meet customer needs and priorities
• Build and nurture relationships with key decision makers, leveraging a deep understanding of their unique perspectives and priorities
• Enable adaptable GTM strategies by advising internal and external stakeholders on security and observability industry shifts, competitor risks and evolving customer needs
• Cultivate trusted C-suite relationships to deliver transformative business outcomes and long-term strategic alignment
• Position Splunk as critical for enterprise resilience by delivering visionary insights and industry-leading solutions tailored to customer long-term business objectives
• Develop agreements that drive customer success, incremental annual contract value and create sustained value realization for the customer
• Develop and deliver quarterly business outlook (QBOs) portfolio wide proposals, and other prioritization strategy and frameworks
• Integrate account(s) strategy with Splunk business strategy to lead build of incremental growth roadmap
• Drive incremental growth trajectory and positions multiple Splunk solutions together to optimize opportunities and build bundling strategies
• Lead high-impact initiatives around sales tools, technologies, and methods, and drives influence internally and with customer organizations
• Influence company-wide investment in tools, technologies, and process innovations

Minimum Qualifications:

Bachelors + 12 years of related experience, or Masters + 8 years of related experience, or PhD + 5 years of related experience.

Preferred Qualifications:

• Consultative sales experience and challenging companies/businesses to think differently
• Consistent track record of exceeding goals and quota
• Consistent track record of developing new business and managing sales cycle, from generating leads through closing
• Excellent verbal and written communication skills
• Strong technical aptitude
• Self-starter able to work independently but also a contributing member of a team
• Highly motivated and professional, with excellent communication and interpersonal skills

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.

Message to applicants applying to work in the U.S. and/or Canada:

The starting salary range posted for this position is $317,900.00 to $401,200.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits.

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco's plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks. Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco's policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
• 1 paid day off for employee's birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco
• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
• Exempt employees participate in Cisco's flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
• Additional paid time away may be requested to deal with critical or emergency issues for family members
• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco's policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:

• .75% of incentive target for each 1% of revenue attainment up to 50% of quota;
• 1.5% of incentive target for each 1% of attainment between 50% and 75%;
• 1% of incentive target for each 1% of attainment between 75% and 100%; and
• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1%

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