Sr. Solutions Engineering Manager (m/f/d)
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.
Splunk are currently seeking a highly motivated, results-oriented individual to lead a part of our German solution engineering organization. This position will be a leadership position, working closely with Splunk’s Sales and Channel organizations on the solution and technical aspects of selling Splunk’s solutions to our clients. This is an opportunity to work at a company that is changing the way that information is used to support business decisions.
You will be responsible for actively leading and managing a Solution Engineering organization to mostly assist in the technology stages of the sales process, working in conjunction with the sales team as the key technical advisor and advocate for Splunk’s solutions and services. Splunk Solution Engineers must be able to discover customers' pains and understand use cases with a consultative approach. They also answer technical questions from clients regarding Splunk technology, features, solutions, applications as well as articulate Splunk technology and solution positioning to both business and technical users. This individual will be responsible for the hiring, coaching and development of this team.
As a Sr. Solutions Engineering Manager (m/f/d) for Germany Strategic, you will take an active role in the Splunk EMEA Central Leadership Team.
As Sr. Solutions Engineering Manager your primary responsibilities will be to:
- Lead and manage a world-class, high performance SE team.
- Be a business partner of the Area Vice President for Sales in Germany Strategic.
- Be able to identify and hire top talent into the Solution Engineering organization.
- Mentor and Coach Solution Engineers.
- Define development and performance plans to maximize the potential and performance of the individual members of the Solution Engineering team.
- Identify strategies and tactics to improve the operational effectiveness (in an on-going manner) and results of the team. For example, work closely with the solution engineering team to develop and continually improve solution engineering best practices and processes
- Develop and drive customer facing initiatives and activities to generate business outcomes.
- Provide oversight on important solution engineering activities, such as PoC/PoV planning and execution, approval of RFI/P responses, ensuring that the solution engineering team are SE Certified and able to deliver compelling product demos, solution overview presentations and discovery.
- Work closely with the other EMEA Central SE Managers on the prioritization and scheduling of solution engineering resources to support important sales opportunities.
- Participate in account planning meetings to understand on-going activities within important accounts and to identify new and follow up opportunities.
- Work with sales management to drive product, services revenue and secure renewals.
As a leading member of the EMEA Central solution engineering Team you must also take a lead role in important sales activities, such as:
- Provide technical leadership and vision.
- Write and deliver excellent presentations; both business focused and technical presentations.
- Demonstrate Splunk solutions to prospects, both onsite and remotely.
- Attend and demonstrate Splunk solutions at field events, such as conferences and trade shows.
- Answer complex technical and competitive questions plus address customer concerns to a successful outcome.
- Develop relevant solution engineering material, e.g. business cases/ROI, competitive insight documents, etc to persuade clients of the superior value, benefits and capabilities of Splunk’s solutions.
Business Knowledge and Experience:
- Domain knowledge and experience from one or more of the following areas:
- Big Data (from a data management perspective)
- Application Performance Management
- Cyber Security
- Business Intelligence/Web Analytics
- IT Operational Intelligence, AIOps and Observability
- A knowledgeable understanding of the financial services, insurance, telecommunications and/or retails markets, with a proven track record of selling into large german organizations. Needs to understand the business challenges/drivers, technology and market challenges of these types of organizations.
- Ability to develop a strong understanding of each target client’s business, operations and industry trends, including understanding the strategic business and technology goals. Understand the client’s buying process.
- Understands how Splunk’s solutions can provide capabilities and benefits in order to address the client’s business needs.
- Ability to develop and articulate business value/ROI case studies.
Essential Education, Experience and Additional Skills
- 7+ years of leading or managing & developing Pre-sales Teams
- A University Bachelor’s degree or similar (preferably in computer science, software engineering or a similar field)
- Proactive and ability to manage activities in a self-sufficient manner
- Strong leadership and management skills
- Strong communication skills, both fluent in German and English
- Strong knowledge of the sales process including the technical win
- Self-motivated with a proven track record in technical software sales and knowledge of technology
- Ability to be organized, analytical and must be able to eliminate sales obstacles using creative and adaptive approaches
- You should be comfortable working for a dynamic, agile, disruptive and technical organisation with a rapidly expanding customer base
- Resilience and resourcefulness when solving complex problems
- Proven track record of developing high-performing teams
Splunk is an Equal Opportunity Employer: Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
Note:
Thank you for your interest in Splunk!