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Role:

As a Business Value Advisor, you will develop and implement strategies that build pipeline opportunities, drive growth, and improve efficiencies within your assigned sales district. You will work with the sales management teams to develop account strategies and assist in determining multi-year plans to expand Splunk's portfolio across the key buying centers and into the lines of business. Strategic priorities and execution will be governed by the customer’s business imperatives and mapped to Splunk's capabilities across the portfolio to meet and exceed desired outcomes. You will partner with our sales leaders to drive the operational cadence, consult on critical accounts and opportunities, and help with preparation of content to include sales campaigns, deal framing, pricing structure, and negotiation strategies.

Responsibilities:

Work in conjunction with sales and account leadership with the framing of a deal “psychology” and the development of an expansion roadmap to grow yearly incremental revenue

  • Develop and deliver a value hypothesis
  • Customer-centric value alignment, definition, and creation
  • Develop and position account-level innovative programs
  • Build an economic foundation and help coordinate activity toward the support of a business case
  • Assist in the creation of proposals
  • Support C-level meetings
  • Participate in deal strategy, planning, and review
  • Attend Sales Leadership forecast calls

Help our customers rationalize and justify their Splunk investment as a means of achieving their strategic business objectives.

  • Alignment of customer business challenges, requirements, initiatives and targets
  • Influencing and partnering with key resources to drive business transformation, define a business value expression (story, calculations, charts, points, etc.)
  • Helping key resources justify Splunk annual expenditures

Requirements:

  • Minimum of 15 years of experience selling enterprise software solutions. Selling SaaS is strongly preferred.
  • Success with the development & refinement of multi-year adoption strategies & cases that support digital ground-breaking business imperatives.
  • Helped close 7 & 8-figure software sales/SaaS type deals

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.



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. Splunk is impacted by the mandates outlined for U.S. Government contractors in President Biden’s Path out of the Pandemic: COVID-19 Action Plan. As a result, Splunk requires U.S. employees, whether assigned to an office or 100% remote, to provide proof of full vaccination, as defined by the CDC. Splunk provides reasonable accommodations for employees who have qualifying medical or religious reasons.

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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