The Account Executive Influences and drives strategic decisions within Splunk customer’s buying centre 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:
• 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, advising customers on value creation
• Leverages deep knowledge of customer(s) organization structure, business processes, strategic objectives, and challenges to anticipate and meet customer needs and priorities
• Builds and nurtures relationships with key decision makers, leveraging a deep understanding of their unique perspectives and priorities
• Enables adaptable GTM strategies by advising internal and external stakeholders on security and observability industry shifts, competitor risks and evolving customer needs
• Cultivates trusted C-suite relationships to deliver transformative business outcomes and long-term strategic alignment
• Positions Splunk as critical for enterprise resilience by delivering visionary insights and industry-leading solutions tailored to customer long-term business objectives
• Develops agreements that drive customer success, incremental annual contract value and create sustained value realization for the customer
• Develops and delivers quarterly business outlook (QBOs,) portfolio wide proposals, and other prioritization strategy and frameworks
• Integrates account(s) strategy with Splunk business strategy to lead build of incremental growth roadmap
• Drives incremental growth trajectory and positions multiple Splunk solutions together to optimize opportunities and build bundling strategies
• Leads high-impact initiatives around sales tools, technologies, and methods, and drives influence internally and with customer organizations
• Influences 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:
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
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