Technical Impact Manager - Nonprofit

Global Affairs San Francisco, California San Jose, California

Do you want to play a role in solving social and environmental problems by making technology solutions more accessible and equitable?

We are seeking an outstanding candidate to evangelize the business value of Splunk to nonprofit organizations. As a member of Splunk’s Global Impact team, your role is to grow the number of nonprofit, academic, and research organizations that are applying free Splunk technology to advance their missions as part of Splunk’s product donation program. You will need to be, or quickly become, a Splunk expert. You will drive the technical value proposition of Splunk Enterprise to nonprofit and research organizations, build supporting sales collateral and tools, present the product to customers, and drive customer adoption and retention. The role involves ownership and project management of customer recruitment, enablement, and retention. Shown experience in technical product marketing, product management, sales engineering, business development, business value consulting, customer success, or professional services within enterprise software is strongly preferred.

Responsibilities: I want to and can do that!

Attract, Land

Develop sales tools: Develop, tailor, and present solutions and collateral for technical and non-technical audiences, including nonprofit customers, partners, and colleagues. Collateral includes product guides, product videos, and other tools to sell Splunk Enterprise for nonprofit and nonprofit research organizations effectively.

Grow and retain nonprofit customers: Qualify and grow the number of Splunk Pledge customers through targeted outreach, customized sales processes and enablement. We build and develop customer relationships through personalized contact, understanding of customer needs, and ability to communicate solution values of Splunk products. Partner with Splunk nonprofit sales to support customer conversions!

Product demonstration and evangelism: Educate nonprofit customers on the value proposition of Splunk. Demonstrate Splunk products and services to meet the needs and objectives of nonprofit and research organizations. Contribute to demand generation through presentations, blogs, webinars, speaking opportunities, etc. Ensure customers are lifelong proponents.

Customer enablement and retention: Lead nonprofits’ success through adoption, optimization, and integration of Splunk technology and solutions to advance their missions. Own, drive and lead the customer enablement and renewal process, identifying customer requirements, uncovering roadblocks, and demonstrating strong account management capabilities. Lead and ensure account retention through promotion and driving on-time renewal.

Deepen and expand customer relationships: Lead, grow, and cultivate customer relationships. Conduct interviews with potential and existing customers to build the argument and/or document business value realized by the customer. Build trust within the nonprofit and academic research community; become a trusted advisor. Develop new methods and/or improve existing value selling collateral based on customer feedback. Steward customers’ needs and opportunities.

Project management: Lead/support cross-functional efforts to develop, implement, and maintain systems and processes to ensure positive and efficient user experience and high data quality and reporting. Build and maintain technical project plans and timelines outlining tasks, owners, and achievement dates to meet objectives. Own and manage technical project issues through to resolution. Continually optimize processes and systems for internal and external stakeholders.

Reporting: Track and report on critical metrics, including renewal rates, partner happiness metrics, customer conversions, and other impact metrics as appropriate. Regularly provide relevant field experience insights to key stakeholders.

We support Global Impact objectives by leading/supporting other projects as assigned.

Ideal qualifications

Proven experience selling and supporting enterprise software to IT organizations

Understanding of Splunk products and services; 2+ years of hands-on experience using and installing Splunk Enterprise.

4+ years experience in technical product marketing, product management, sales engineering, business development, business value consulting, customer success, or professional services within enterprise software is strongly preferred.

Consultative selling approach.

Proven track record implementing cross-functional projects with tech and non-tech teams to achieve results.

Strong interpersonal skills, both written and oral, and an ability to communicate sophisticated ideas to all levels of the business.

Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.

Customer success focused and results driven.

Positive team member and collaborator.

Thank you for your interest in Splunk!