The Internal Sales Process - All deal stages.
Spends most of the time between prospect/qualification and proposal of the deal
Corporate Interlock - Low corporate interlockTypical 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
Why Cisco?
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
