Account Executive - Splunk (Growth)

Account Executive

We are seeking a hardworking, driven, sales professional to drive revenue growth calling on large enterprise accounts. Account Executive's 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.

Your Impact:

We are looking for someone who can orchestrate multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth. You will typically prospect new deals with C-suite, buyers, executives at all levels. You will cultivate expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives. You will anticipate evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers. You will apply competitor and customer insights to build effective account strategy and relationship map. You will identify and interpret shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders. You will lead executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization. You will expertly navigate commercial, legal, and technical requirements and risks to realize business value. You will lead negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements. You will review, prioritize, and align customer needs and Splunk portfolio strategy to drive significant incremental annual contract value. You will lead Splunk account planning and leverage innovative channels to identify new consumption options within Splunk while mitigating risk. You will demonstrate deep technical comprehension of technical solutions and their long-term value/ROI in customer context. You will integrate CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization. You will partner with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement. You will champion GTM-wide collaboration that influences Splunk and customer organizations.

Minimum Qualifications:

• Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience.

Preferred Qualifications:

• Previous experience applying partners, channels, and alliances to sell more efficiently and overachieve your quota.
• Relevant software experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics. Subscription, SaaS, or Cloud software experience is preferred.
• Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory.
• Strong executive presence and polish, and excellent listening skills.
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies is a plus.