Cisco · San Francisco
Sales & Businessposted 4w ago
Splunkの顧客の購買決定プロセスにおいて、SaaSおよびクラウドの専門知識、ならびにサイバーセキュリティとオブザーバビリティ（可観測性）市場の競合インサイトを活用し、戦略的な意思決定を推進します。アカウントオーケストレーターとして、Splunkの製品・サービス・ソリューションを顧客の戦略的目標やニーズと統合・調整し、増分収益の成長と継続的な収益拡大を牽引します。
Splunkの製品・サービス・ソリューションに関する包括的な知識を維持し、他のポートフォリオ担当者と連携して、市場投入戦略（GTM）のプロセス、ツール、手法の遵守と整合性を確保します。法的目標の達成に責任を持ち、質の高いパイプラインの構築と管理、ビジネス開発、交渉、そして契約締結までを完遂します。見込み客の発掘を通じてセールスファネルを構築し、収益目標達成に向けて商談をリードします。データ分析と予測を行い、週次・月次・四半期の売上目標を設定します。また、提案が顧客のビジネス目標に合致するよう、ビジネスおよび技術的な評価を実施します。新規開拓の機会を特定し、提案書の作成やアカウントプランの策定を行います。サイバーセキュリティおよびオブザーバビリティのトレンド、市場動向、競合環境を常に監視します。
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: • Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth • Typically prospects new deals with C-suite, buyers, executives at all levels • Cultivates expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives • Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers • Applies competitor and customer insights to build effective account strategy and relationship map • Identifies and interprets shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders • Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization • Expertly navigates commercial, legal, and technical requirements and risks to realize business value • Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements • Reviews, prioritizes, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value • Leads Splunk account planning and leverages innovative channels to identify new consumption options within Splunk while mitigating risk • Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context • Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization • Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement • Champions 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: 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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