Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points". 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.
Role
The primary function of the GTM Strategy & Specialization organization is to unify, advance and expand the value of the Splunk portfolio by providing deep domain expertise to drive execution and incubate new and emerging Security, IT and DevOps use-cases and solutions. Over time, Global Strategists will transition successful incubation-stage use cases and solutions to in-theater Prime RSM, Sales Engineer and Solution Architect competencies and roles, while they will continue to focus on what’s new and what’s next to stay ahead of customer, market, and technology trends.
As an Observability Strategist, you will be one of a small team of domain “black belts” in Observability that will reside in, and execute closely with, theater partners in AMER, EMEA, and APAC, and report up through the Global GTM organization. You will drive the execution, adoption and success metrics for emerging and incubation-stage Observability use-cases and solutions for your assigned theater and region, while also fulfilling global responsibilities to help evangelize and advance the Splunk Observability brand, product, and GTM strategy.
Both the global and theater aspects of your role will require you to interface cross-functionally at both theater and global levels for sales, technical sales, customer success, partners, product marketing and product management.
This is a hands-on role that requires the ability to execute the aforementioned incubation-stage use cases, with the goal of making the motions repeatable and eventually scaling them to be executed by the broader Splunk field team over time.
Responsibilities
Global
- Develop and refine emerging information observability use-cases for Splunk products that reflect priority customer challenges, market trends, the evolving observability landscape and unique business opportunities.
- Be a member of tiger teams to develop and test new maturity models, white papers, programs, workshops, demos, POVs, enablement content, and thought leadership content to showcase and accelerate adoption of emerging monitoring & Observability use-cases and solutions.
- Represent Splunk Observability internally as a GTM stakeholder in product roadmap, NPI, product release planning, customer initiative development in strategic growth areas for our customers and our business in observability.
- Evangelize Splunk Observability’s vision, strategy and roadmap at industry events, conferences like Kubecon and AWS Reinvent, and EBC calls with global customers and partners.
- Mentor Observability talent, both within our team and across the technical sales organization at Splunk as we look to continue to increase and expand the profile of observability.
Theater/Region
- Help execute theater and region-specific sales plays, enablement content, account targeting strategies and channel strategies for incubation-stage use-cases and solutions with the in-theater technical sales and sales teams.
- Work with technical sales leaders in your assigned theater/region to advance, mentor, and measure the development of observability pre-sales professionals in your region.
- Evangelize Splunk Observability’s vision, strategy and roadmap at regional industry events like Splunk .conf Go, local DevOps Days, and with customers and partners in your region.
- Develop and deliver discovery, positioning, customer requirement and demos for incubation-stage solutions for customers and gather feedback and develop referenceable relationships to inform repeatability and GTM fit.
- Provide expert-level technical domain and product guidance for all Splunk offerings to the account teams in your region by mapping Splunk’s unique capabilities to customers’ requirements.
Qualifications
- 10+ years of customer-facing roles in enterprise sales - experience selling and working with pure SaaS solutions in multi-tenant architectures in a technical sales, product or practitioner experience in the IT & Observability industry.
- Experience working in an engineering/software development environment with knowledge of current programming languages including Java, Python, PHP, .NET, Ruby, Node.js, Go, etc.
- Experience positioning solutions relevant to cloud architectures including containers or microservices on the AWS, GCP, and Azure platforms where you are certified or eager to become certified
- Experience with common industry monitoring frameworks like Four Golden Signals, LETS, DORA, MTTx, etc.
- Familiarity with common observability products, data sources, data collector and instrumentation like Open Telemetry, and their use for basic and advanced detection methods, including cloud-based data sources
- Familiarity with competing monitoring and observability technologies such as AppDynamics, Datadog, New Relic, Honeycomb, and Grafana is a real advantage in this role, as well as complementary DevOps and ITOps technologies
- Strong executive-level presence and polish, both internally and externally
- Experience in participating within complex observability enterprise sales cycles, preferably in a new/emerging market or product- tailoring messaging up and down a customer org chart by persona.
- Ability to communicate concisely and accurately with no fear of public speaking to audiences large and small
- Self-starter who is passionate about technology and the cloud space
- Ability to work remotely with a minimum of daily supervision and across multiple time zones
- Demonstrated ability to work within cross-functional teams tasked with full sales lifecycle support
- Portfolio of public-facing materials: whitepapers, blogs, presentations, or training that you have authored communicating technical concepts.
- Bachelor’s degree in technical field required. Masters or equivalent a plus.
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:
Base Pay Range
SF Bay Area, Seattle Metro, and New York City Metro Area
Base Pay Range: $181,200.00 - 249,150.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), Washington DC Metro, and Massachusetts
Base Pay Range: $163,080.00 - 224,235.00 per year
All other cities and states excluding California, Washington, Massachusetts, New York City Metro Area and Washington DC Metro Area.
Base Pay Range: $144,960.00 - 199,320.00 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 base pay range is a guideline and for candidates who receive an offer, the base 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 base pay, this role is eligible for incentive compensation and 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 comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
Splunk's Hiring Practices
Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.
We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. 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. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Equal Employment Opportunity Policy Statement. If you need assistance or an accommodation to apply or during the hiring process, please let us know by completing our Accommodation Request form.
Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.
Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is committed to the health and safety of our employees and customers. We comply with local, state/territory, and federal regulations to prevent the spread of COVID-19 in the countries in which we operate. Splunk provides reasonable medical, religious, or other legally required accommodations for eligible employees.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.
Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
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