Account Executive - Splunk

Splunk Account Orchestrator

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