Description
Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back.
Role:
The Security/Observability Advisor role will be instrumental in growing Splunk’s Security & Observability business and expanding the number of multi-product customers. This role will be the GTM domain expert for Splunk’s Security/ITOps/Observability solutions supporting the execution of field activities around premium products & helping drive product area expansion at the theater level. This exciting and strategic role will require a highly knowledgeable individual to engage and influence prospects and existing Splunk customers to increase portfolio usage, enhance deal sizes & expand the customer base via new solutions and/or use case expansion.
Responsibilities:
- Partner with Regional Sales Managers to develop account and sales plans for customers to increase the mix of products and capabilities related to Security and Observability
- Interlock and work with the Global Security and Observability Strategists to help identify, define and promote repeatable PA use cases and execute on the GTM strategy
- Assist Sellers by providing expertise and guidance around the Security/ITOps/Observability portfolio of solutions.
- Advise theater sales leadership (i.e. Group Vice Presidents/Area Vice Presidents) on GTM account/execution progress, competitive trends and partner ecosystem developments.
- Thought-leadership, provide content for and speak at customer and partner meetings and events
- Advise on GTM campaigns, target personas and personalized messaging
- Understand and help identify the Security/ITOps/Observability competitive landscape within accounts and collaborate with account teams and Global Strategists to develop competitive positioning tactics.
- Be the point of liaison for Security & Observability solution area information sharing amongst theater and global resources.
Requirements:
- 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
- Prior Observability or Security Solutions selling
- Practitioner expertise with IT Operations, Security or Observability capabilities is a plus
- Demonstrate deep understanding of industry & competitive trends in the one or more of the cyber security, IT Operations or observability markets.
- Comfortable enabling others with your domain and solution sales knowledge.
- Thrives in a transparent, dynamic and disruptive team environment
- Able to work independently and remotely with other members of your team and corporate functions
- Be able to demonstrate a consistent track record of use-case positioning with a “C” suite audience, supporting large and complex customer deployment decisions.
- Strong executive presence and communication skills. Proven to be able to hold strategic and executive relationships with key personae in cyber security and Observability domains.
- Strong ability to analyze sales trends as well as market and competitive activity/insights to synthesize strategies to grow sales, customer success or create solution cross-sell or up-sell motions.
- Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
- Familiarity with & comfortable using value based selling tools, account-targeting strategies and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is a plus.
- Travel up to 25 - 50% of time, depending on the region
Splunk is an Equal Opportunity Employer:
At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.
Thank you for your interest in Splunk!
