Account Executive – Splunk

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Manages intricate and multifaceted deal cycles, frequently involving various stakeholders and driving substantial revenue growth.

• Typically engages in prospecting new opportunities with C-suite executives, buyers, and decision-makers at all levels.

• Develops expert knowledge of the security, observability, and cloud/SaaS markets, advising clients on lifecycle adoption and alignment with their strategic initiatives.

• Proactively anticipates changing customer needs by leveraging specialized insights into business models, industry trends, and key value drivers.

• Utilizes competitor and customer insights to formulate effective account strategies and relationship maps.

• Identifies and interprets changes in the competitive landscape of security and observability, including insights about competitors, to offer strategic recommendations to both internal and external stakeholders.

• Leads high-level executive engagements by advocating innovative, customer-centric strategies that facilitate business transformation and long-term value creation.

• Skillfully navigates commercial, legal, and technical requirements and risks to achieve business value.

• Conducts negotiations with a consultative approach, balancing competitive pricing, service levels, and contractual agreements to secure favorable outcomes for customers.

• Reviews, prioritizes, and aligns customer needs with the Splunk portfolio strategy to drive significant increases in annual contract value.

• Directs Splunk account planning and employs innovative channels to explore new consumption options within Splunk while managing risk.

• Exhibits in-depth technical understanding of solutions and their long-term value/ROI in the context of customer needs.

• Merges CRM data with business intelligence tools to create scalable operational frameworks aimed at optimizing sales processes and tool utilization.

• Collaborates with other account executive resources to provide insights to Revenue Operations, finance, legal, and procurement teams for enhanced cross-functional workflows.

• Promotes collaborative efforts across GTM that positively influence both Splunk and customer organizations.

⛳️ Requirements

• Bachelor's degree with 8 years of relevant experience, or a Master's degree with 6 years of relevant experience, or a PhD with 3 years of relevant experience.

• Prior experience leveraging partners, channels, and alliances to enhance sales efficiency and exceed quotas.

• Relevant software experience in areas such as IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics.

• Experience in subscription, SaaS, or Cloud software is preferred.

• Proven track record in new business development and consistently exceeding sales targets with prospects and customers within the designated territory.

• Strong executive presence and professionalism, along with excellent listening abilities.

• Experience in target account selling, solution selling, and/or consultative sales techniques; familiarity with Force Management, MEDDPICC, and Challenger methodologies is advantageous.

🏝️ Benefits

• Medical, dental, and vision insurance

• A 401(k) plan with a Cisco matching contribution

• Paid parental leave

• Short and long-term disability coverage

• Basic life insurance

• 10 paid holidays per full calendar year, in addition to 1 floating holiday for non-exempt employees

• 1 paid day off for the employee’s birthday

• Paid year-end holiday shutdown

• 4 paid days off for personal wellness as determined by Cisco

• Non-exempt employees receive 16 days of paid vacation time per full calendar year, accrued at a rate of 4.92 hours per pay period for full-time employees

• Exempt employees participate in Cisco’s flexible vacation time off program, which imposes no defined limit on vacation time usage (subject to availability and some business limitations)

• 80 hours of sick time off provided on the hire date and each January 1st thereafter, with up to 80 hours of unused sick time carried over from one calendar year to the next

• Additional paid time off may be requested for critical or emergency issues involving family members

• Optional 10 paid days per full calendar year for volunteering