Cloud Deals Director - Deal, Strategy & Execution Team

SalesHybrid Remote, North Sydney, Australia

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Description

In this role you will develop an expert understanding of Splunk buying programs, cloud sales motion, and metrics. You will manage Order Doc process from end to end, negotiate directly with customers, facilitate internal back end partners, facilitate cloud deal sizing, manage usage of DSG. You must have quota carrying experience. 
Responsibilities:
  • Consistently deliver against Cloud business and sales plan goals.
  • Identify obstacles to successful Cloud selling, develop and implement programs to remove them and increase pipeline.
  • Create, generate, draft custom language, negotiate, make revisions, facilitate approvals with business partners on Order Documents.
  • Player/coach hands on with the cloud advisor team, enabling them for success, and cloud selling resource for sales team members to help them build, mature and close Cloud business. Provide them with expert guidance to better qualify, understand customer pain points/use cases to best position Splunk Cloud to meet the customers’ requirements.
  • Meet with teams to help determine the best deal structure. Assist with impact to ARR/iACV, internal treatment, best solutions, utilization of programs
  • Help structure, guide and review sales proposals to ensure they are correct and aligned with Margin and overall Best Practices for selling Splunk Cloud.
  • Participate in regular sales leadership forecast calls to support open transactions within territory.
  • Deliver regular education sessions to the sales teams that will make it natural for them to sell in a way that accelerates sales cycles, deal sizes, customer success and ensures good business.
  • Develop and train on a negotiation methodology framework to ensure that our Sales teams have the appropriate tools and training to negotiate and close transactions in a mutually beneficial manner
  • Understand and leverage the Value Assessment tools to help the sales team incorporate this into their sales opportunities on a regular basis.
  • Facilitate and lead Strategic Deal Reviews to provide visibility and address potential risk within strategic transactions.
  • Be a liaison for sharing information between account teams, Cloud Product Management, Engineering and Cloud Operations.

Requirements: I’ve already done that or have that!

  • Demonstrated experience of coaching/mentoring/best practice sharing and driving development.
  • 10 + years software selling experience, ideally selling Splunk and/or Splunk Cloud solutions, ideally with IT. Operations and Security or alternative SaaS solutions in a similar space.
  • Thrives in a fast-paced, high growth, rapidly changing environment.
  • Cloud expertise with either selling or positioning cloud solutions.
  • Currently and consistently over the years overachieved quota (top producer, made Presidents Club, etc)
  • Strong executive presence and polish.
  • Experience working for a legacy software that transitioned into a SaaS provider.
  • Proven experience working with partners and GSIs.
  • Exceptional interpersonal, written and presentation skills.
  • Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, and/or analytics.
  • Use CRM systems (Salesforce) extensively.
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.

 

 

Note:

OTE Range

For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

Australia

On Target Earnings: AUD 232,000.00 - 319,000.00 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 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 comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.

Thank you for your interest in Splunk!

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