Influences and drives strategic decisions within Splunk customer’s buying center by leveraging 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. Maintains 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. Owns the legal goal, creates and manages quality pipeline, develops business, negotiates, and closes the deal. Builds the sales funnel through opportunity prospecting, develops and owns opportunities through to sales completion to achieve revenue goals. Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments. Conducts business and technical evaluations to ensure proposals meet customers’ business objectives. Identifies new land opportunities, develops proposals, and creates account plans. Closely monitors 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. Oversees overall customer strategy, value, and relationship. Develops deep understanding of customer business risk and opportunities to ensure value realization • The Internal Sales Process - All deal stages. Spends 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) What You'll Do: • Manages end-to-end deal cycles of moderate to high complexity independently • Typically prospects new deals, provides advisory on customized solutions and drives incremental sales growth: Within a large regional or small national area, With senior level management to C-suite leaders • Utilizes knowledge of security, observability and cloud/SaaS market trends to advise customers on Splunk products • Provides insight/feedback into dynamic data sources to ensure high-value prospecting, strategic outreach, and a strong forecast and quality pipeline • Develops in-depth understanding of customer(s) and their competitive landscape, to align Splunk portfolio with decision-makers priorities • Draws on security and observability market insights, emerging cloud and SaaS technologies, and competitive analysis to enhance customer-facing materials and deliver technical demos • Uses broad and targeted discovery to uncover nuanced customer needs and use cases, and coordinate tailored solutions • Builds trust with customers by providing relevant insights and engages in risk reviews to ensure customer objectives are met • Negotiates standard deals by articulating compelling value propositions, addressing customer priorities, and ensuring follow-through on commitments that balance customer needs with Splunk’s profitability • Manages the Splunk account planning process, developing prospect proposals, contributing to pricing and building account plans • Uses standard and occasional non-standard methods to describe Splunk’s solution value and address customer challenges • Identifies and evaluates technical risks and business risks (e.g., financial misalignment), using standard methods • Identifies and documents inefficiencies in internal sales processes, and implements improvements to internal approval workflows, and operational tools • Engages with sales operations and finance teams to resolve deal-processing roadblocks before they impact revenue timelines • Actively collaborates with colleagues to solve customer challenges Minimum Qualifications: Bachelors + 5 years of related experience, or Masters + 3 years of related experience, or PhD + 0 years of related experience Preferred Qualifications: Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications. THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS

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