Account Executive - Splunk

This role can be performedinCosta Rica HybridMeet the TeamThe Splunk Account Executive team drives strategic decisions within the Splunk customer’s buying center by applying expertise in SaaS, cloud, cybersecurity, and observability market insights! This team aligns and integrates Splunk products, services, and solutions with customers’ strategic goals, fueling incremental and recurring revenue growth. Comprised of specialists with deep knowledge of Splunk’s portfolio, the team operates with a collaborative and customer-focused vibe. What’s exciting is their role in shaping digital resilience and innovation through multi-faceted, complex deal cycles involving executive-level engagements.Your ImpactInfluence and drive strategic decisions within Splunk customer’s buying center by using SaaS and cloud expertise with cybersecurity and observability competitor and market insights! Serves 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. Responsible for the legal goal, build and manage quality pipeline, develop business, negotiate, and closes the deal. Build the sales funnel through opportunity prospecting, develop and owns opportunities through to sales completion to achieve revenue goals. Analyse data and compose forecasts to set weekly, monthly, and quarterly sales commitments. Conduct business and technical evaluations to ensure proposals meet customers’ business objectives. Identify new land opportunities, develop proposals, and create account plans. Closely monitor cybersecurity and observability trends, market dynamics, and competitive landscapesCustomer Engagement and Accountability - Primary influencer. Oversee overall customer strategy, value, and relationship. Develop deep understanding of customer business risk and opportunities to ensure value realizationThe Internal Sales Process - All deal stages. Spend most of the time between prospect/qualification and proposal of the dealCorporate Interlock - Low corporate interlockTypical 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)Orchestrate multi-faceted, highly sophisticated deal cycles, often involving multiple stakeholdersTypically prospects new deals with C-suite, buyers, executives at all levelsAnticipate evolving customer needs, using specialized knowledge of customer business models, industry trends, and value driversApply competitor and customer insights to build effective account strategy and relationship mapIdentify and interpret shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholdersLead executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realizationExpertly navigate commercial, legal, and technical requirements and risks to realize business valueLead negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreementsReview, prioritize, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract valueLead Splunk account planning and leverage innovative channels to identify new consumption options within Splunk while mitigating riskDemonstrate deep technical comprehension of technical solutions and their long-term value/return on investment in customer contextIntegrate CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilizationPartner with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancementChampion GTM-wide collaboration that influences Splunk and customer organizationsMinimum QualificationsBachelor’s degree plus 5 years of related experienceExperience with SaaS, cloud, cybersecurity, and observability marketsFluent in English and SpanishPreferred QualificationsSpecialization and Focus - Specialist in Splunk solutions, services, and productsCaribbean Territory ExperienceExperience handling complex sales cycles and driving revenue growthExperienced knowledge of the security, observability and cloud/SaaS market knowledgeSkilled in both customer retention and new business acquisition, with a focus on driving Splunk solution adoption and expanding the client baseAbility to influence and ability to drive decisions within customer buying centersCollaboration skills to align with GTM processes, tools, and methodologiesUnderstanding of competitive landscapes and market dynamicsExperience in developing and managing sales pipelines and forecastsCapacity to travel 50% of the timeWhy 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.Job SummaryJob number: Date posted : Profession: SalesEmployment type: Full time