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Job Title: Business Development Representative

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 Summary

Due to our expansive growth we are seeking outstanding people to join our team in our growing Digital Sales organization. As a Discretionary BDR, you will cultivate our strategic, enterprise & mid-market businesses by partnering with our Sales teams to build opportunities in existing customer and prospect account accounts.

Skill you can learn from this role:

Account Based Strategy | Unlock the hidden potential in your accounts by building pipeline, presenting & actioning account plans
Territory Planning | Learn the secrets of running a territory! Conduct research to cluster accounts into strategic buckets & create new connections within each cluster
Ecosystem Navigation | Grow your networking skills & knowledge of the customer buying process as part of the account team - showcasing admirable presentation skills and story telling

What you'll get to do

Choose prospecting plays to yours and Splunk's discretion, personalized to the account or territory
Partner with sales to create pipeline in an assigned region
Have the freedom to design your own campaigns by curating from our existing campaign library, partnering with sales & marketing
Identify initiatives & projects for assigned accounts, why the initiative/project is important & tell the story of how Splunk fits in

Must-have Qualifications

1+ years of demonstrated ability selling or building pipeline for SaaS solutions

Nice-to-have Qualifications

We’ve taken special care to separate the must-have qualifications from the nice-to-haves. “Nice-to-have” means just that: Nice. To. Have. So, don’t worry if you can’t check off every box. We’re not hiring a list of bullet points–we’re interested in the whole you.

Account Based Marketing (ABM) experience is a plus!
Proven success applying specific solutions to address customer challenges, and achieving desired outcomes; You holistically consider prospect needs to recommend specific products or services that will best address customer problems and concerns.
Experience running a sales pipeline that coordinates and accurately supervises sales activities, customer interactions, and other signals key to generating predictable, efficient, and effective revenue.
Experience developing and driving effective account planning strategies to identify key decision-makers, understand customer needs, and tailor sales approaches accordingly.
You've optimally delivered a concise statement to convince buyers that your products or services are worthwhile.
Adept at evaluating potential prospects to determine the likelihood of becoming a customer.
Successful experience prospecting, including apply industry knowledge and client market intelligence to secure an initial meeting with a prospective customer.
Adaptable to changing situations and priorities, you thrive in a dynamic sales landscape.
Strong resilience to handle rejection, overcome obstacles, and maintain a positive attitude in a fast-paced sales environment.
Collaboration skills; you successfully work toward a common goal with prospects, customers, partners, and colleagues.
Time management skills; you choose the most effective way to approach a project and achieve goals while working independently.
You figure it out; you focus on solutions when resolving customer and sales deal challenges. You meet challenges directly to offer custom solutions and solve problems.
You're a credible communicator who exemplifies seller confidence and experience through a professional demeanor and appearance.

Splunk is an Equal Opportunity Employer

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

Note:

OTE Pay Range

For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).

Salary Range: $86,300-$117,200

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings.

Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:
.75% of incentive target for each 1% of revenue attainment up to 50% of quota;
1.5% of incentive target for each 1% of attainment between 50% and 75%;
1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

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