Head of Global Sales Strategy and Operations

Sales San Jose, California


Head of Global Sales Strategy & Operations

Join us as we pursue our ground-breaking vision to make data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers – both internally and externally. At Splunk, we’re committed to our work, our customers, having fun, and most importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

Splunk is seeking an analytical, strategic, and self-motivated Operations leader for its Global Sales Strategy & Operations Team. This role is critical to help lead the Global field organization (Sales, SEs, Specialists) through the evolution of GTM structure, productivity optimization, planning, and operational processes. Primary responsibilities include establishing business strategy, executing operational cadence (e.g., forecasting), producing analytics and business insights, and fiscal planning activities (e.g., territory design and quota-setting).

The successful candidate will not only possess a broad understanding of sales, channel & alliances, and business operations within the Enterprise Software industry, but can also communicate effectively with executive and sales leadership. This candidate will be data-driven, self-motivated, sales infrastructure savvy, intellectually curious, a fast learner, detail-oriented, and able to move quickly while keeping focused on high impact projects with limited direction and supervision.

Role:

The Head of Global Sales Strategy & Operations is the key business partner to the Head of WW Field Sales. This role is expected to have outstanding analytical and problem-solving skills and is able to synthesize high volumes of information and data to support a rapidly changing organization. Specifically, the role will oversee a team that provides strategic and operational support to the Sales, Industry/Specialists, and Sales Engineering organizations and drives repeatability, predictability, and scalability across the business. The role brings a strategic attitude that is critical to establishing GTM strategy, Sales segmentation, territory design, sales process, and KPI/scorecard framework all with the goal of exceeding short and long term financial goals. S/he and the team will both lead and support the execution of multiple strategic cross-functional projects that are crafted to increase bookings, productivity, and overall efficiency in meeting corporate objectives.

Responsibilities:

  • Establish and maintain operating cadence/rigor across all Sales, Specialists/Industry, and SE functions to ensure the health of the business on achieving key performance metrics including forecast accuracy, funnel analysis, and pipeline management
  • Conduct an in-depth analysis of our business and develop a deep understanding of key value drivers to identify growth opportunities. Develop key insights for executive-level presentations and drive critical business decisions
  • Drive cross-functional critical initiatives to accelerate productivity across the field, accelerate Splunk’s transformation to a subscription model and achieve overall corporate objectives
  • Partner with leaders across Splunk to create business strategies and build business cases for potential investments (e.g., country business plans). Present insights and recommendations to senior leadership, and drive the “follow-through” of those recommendations to ensure smooth execution with a diverse array of cross-functional partners.
  • Partner with Field leadership teams, Finance, and Corporate Strategy, to build models that forecast near and long-term sales revenue, profit, and ROI
  • Responsible for Annual Fiscal Planning & Execution including org structure, financial goal setting, quota setting, and market segmentation,
  • Support executive deliverables such as Board Reviews, Exec QBRs, and more

Requirements:

  • 10+ years of experience in a senior sales strategy & operations role. Prior experience with a fast-growth enterprise software company highly preferred.
  • Willing to travel as needed (~30%).
  • Possesses business acumen, strong analytical, troubleshooting, problem-solving, and project management skills.
  • Gathers and uses data strategically to create improvements and persuade others.
  • Works effectively in an unstructured environment requiring new perspectives and creative approaches. Able to see the big-picture while also being hands-on and in the details.
  • Always focused on doing what’s right for the business. High energy and contagious enthusiasm. Willing to take on the tough projects and challenges to support the growth of the business.
  • Ability to be highly productive with minimal oversight from senior management.
  • Sets goals and drives to fulfillment. Takes responsibility for actions and for outcomes.
  • Able to speak in front of senior audiences as well as write clearly, concisely, and compellingly.
  • Demonstrated ability to solve problems and provide practical business insights from complex data sets.
  • Strong interpersonal skills with demonstrated ability to present technical content to general audiences.
  • Ability to manage multiple concurrent projects and drive initiatives in a cross-functional environment.
  • Experience managing a team of 10 or more
  • Location: Bay Area, California

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 the candidate is applying.

For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

 

 

Thank you for your interest in Splunk!