AVP, SLED - West Sales
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.
Location: Western, US (remote)
We are seeking an extraordinary sales leader to join our team as Area Vice President, SLED West Sales. In addition to requisite passion, skills, and experience, you will have a consistent track record of exceeding revenue targets and proven expertise in building and leading high performing sales organizations. You will play a key role driving a significant share of revenue for Splunk, are you up for the challenge?
What We Offer You:
- A constant stream of new things to learn.
- Highly talented and dedicated peers.
- Breadth and depth. Do you want to make an impact? Can you hire the right team to match our growth, get involved with account planning, strategy and sales calls? The work you’ll do will directly impact the experience of our customers.
- Growth and mentorship. We believe in growing our sales talent through ownership and leadership opportunities.
- An open, encouraging, supportive and collaborative work environment.
What We're Looking For:
- An individual that has success hiring and developing successful SLED Sales teams.
- Success adapting in fast-growing and changing environments.
- Strong influencer at (C-suite) executive level and addressing key business issues.
- Success orchestrating and aligning decision makers around a common objective.
Responsibilities:
- Directly lead the sales directors/leaders covering SLED and work closely with assigned technical resources and other functional teams.
- Consistently deliver software license revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
- Review the activities and performance of staff under supervision, setting expectations and providing mentorship and direction as needed; ensure that managers do the same for their staff.
- Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
- Effectively manage segment by considering all accounts collectively; establish accurate account plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results.
- Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region.
- Develop & lead integrated campaigns with Marketing, Channel, Alliance, BD and Customer Success teams to drive pipeline growth. Monitor results and adjust strategies as needed.
- Focus on new customer acquisition.
- Unearth customer insights, define value proposition, determine appropriate sales and marketing strategy to improve growth objectives.
- Maintain market and competitor intelligence and develop strategies to maintain the Company’s competitiveness.
- Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to build a seamless customer experience.
- Use CR, analytics and reporting systems (Salesforce) extensively.
Requirements:
- 10+ years leading State and Local, Higher Ed sales teams; or equivalent experience
- Second or third line sales management experience required.
- 5+ years selling software or SaaS based solutions to the SLED community.
- Relevant software industry expertise in any of the following: IT systems, enterprise or infrastructure management, application development and management, cyber security, business applications and/or analytics. Experience with cloud / SaaS solutions is a huge plus.
- Proven history of consistently meeting/exceeding sales quotas personally and as a sales leader.
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
- Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
- Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations.
- Live within the West Coast region
Education:
- Minimum of a Bachelor's degree or equivalent job experience
- Must currently be authorized to work in the United States on a full time basis
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:
OTE Pay Ranges
For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).
SF Bay Area, Seattle Metro, and New York City Metro Area
On Target Earnings: $344,000.00 - 473,000.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $328,000.00 - 451,000.00 per year
Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.
Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our next-level benefits at https://splunkbenefits.com.
Thank you for your interest in Splunk!