Cloud Sales Manager

Sales Otemachi, Japan

Do you want to make an impact and help shift the way companies do business? Splunk’s Cloud business is continuing to grow fast, and we are looking for a top notch sales team member to help ensure its success. Candidates should have a measurable track record in selling (or being involved with selling)

Splunk’s solutions or SaaS solutions overall, ideally with experience in transforming the way a company sells. Reporting to the APAC Cloud Sales Leader, the Cloud Sales Specialist will play a key role as an in both helping and challenging the salesforce to take a ‘Cloud First’ attitude to selling Splunk Cloud solutions and working directly with customers in articulating Splunk Cloud’s value as part of an organizations’ cloud journey - in a way that results in continued growth and equally importantly, customer success and good business for Splunk overall.

Responsibilities: I want to and can do that!

  • Be an overall Splunk Cloud selling resource for sales team members to help them build, mature and close Cloud business. Provide them with authoritative mentorship to better qualify, understand customer pain points/use cases to the best position Splunk Cloud to meet the customers’ requirements.
  • Present the Value of Splunk and Splunk Cloud to technical buyers in groups such as IT/DevOps and Security as well as present on the value of Splunk to CIOs, CTOs and CISOs and how Splunk will help them on their own Public Cloud Journey and Digital Transformation goals.
  • Be a “leader” with the sales teams leveraging programs and enablement to help ensure Splunk’s cloud solutions are sold in a way that results in customer success as well as healthy business for Splunk.
  • Deliver regular education sessions to the sales teams that will make it natural for them to sell Cloud in a way that accelerates sales cycles, deal sizes, customer success and ensures good business.
  • Act as a “Cloud Account Manager” as needed to help maintain the relationship and project status with large and or sophisticated customers that need additional attention. Be a liaison for sharing information between account teams, Cloud Product Management, Engineering and Operations.
  • Participate in regular sales leadership conversations to support Cloud opportunities and explore how Cloud can be demonstrated to gain ambitious advantage.
  • Ability to rapidly learn and adapt, embrace and demonstrate standard methodology tools to help the sales team incorporate this into their sales opportunities on a regular basis such as TCO and business value.
  • Communicate to Splunk leadership observations from the Field that may help change or adjust overall strategy. Participate in business and strategy planning meetings with leadership.
  • Help structure, guide and review sales proposals to ensure they demonstrate value and are aligned with Margin and overall Best Practices for selling Splunk Cloud.
  • Accurately and regularly forecast Cloud bookings for roll up to Splunk leadership.
  • Identify obstacles to successful Cloud selling, develop and implement programs to remove them including building the material for trainings and sessions.
  • Comfortable working part of a Global team where the common language is English working on programs that will both directly and indirectly affect your number.

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

  • 5 + years software selling experience (international experience preferred), ideally selling Splunk and/or Splunk Cloud solutions, ideally with IT Operations and Security or as a minimum alternative SaaS solutions in a similar space.
  • Successful track record as an “overlay” manager working closely with sales leadership and guiding sales teams to effectively sell a solution with a different selling motion and value proposition in Japan.
  • Ideally experience working for a legacy software that transitioned into a SaaS provider.
  • Knowledge of relevant laws and regulations for SaaS and Cloud providers.
  • Currently and consistently over the years overachieved quota (top producer, made club/trips etc.)
  • Proven experience working with partners and GSIs and hyperscalers
  • Strong English language skills as well as outstanding interpersonal, written and presentation skills
  • Native Level Japanese Communication skills
  • Thrives in a fast-paced, high growth, rapidly changing environment
  • Relevant software industry knowledge in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, and/or analytics.
  • Used CRM systems (Salesforce) extensively.

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which you are applying.

Thank you for your interest in Splunk!