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Role
Are you passionate about cutting edge technology and are you a "Subject Matter Expert" when it comes to DevOps within the Public Sector industry? Do you have experience with strategy and engagement around DevOps and want to help craft our GTM strategy and drive success? If you answered yes to these questions we want you at Splunk with us!
Responsibilities
Play an active role within the DevOps GTM leadership team (within Public Sector)
- Attend management calls/meetings/QBRs - contribute as a senior voice AMER DevOps RSM teams.
- Contribute to the go forward DevOps RSM GTM and Engagement strategy.
- Work closely and align with the DevOps Theater leader to drive success in DevOps.
- Weekly forecasts as part of the Global Forecast process.
Act as “Exec” level air cover/support and a proxy in region for DevOps exec presence with our most strategic, sophisticated and impactful accounts.
- Support the DevOps regional EBC.
- Align with DevOps GTM partners in Product Management, PMM, SE, Evangelist/Advocacy to enable effective communication of the DevOps strategy and roadmap to both Internal and External partners/customers.
Work with the DevOps Leaders to help identify, define and promote DevOps sales standard methodologies.
- Source and define patterns and trends from the DevOps RSM field work. Theaters Leaders to feed these back into sales engagement process i.e. Big Bet reviews and Account Strategy & Planning process etc.
- Understand what’s working and where gaps exist and work with Theater DevOps RSM leader to package, reuse and scale.
Stay current and across key developments and emerging issues in the DevOps industry- the goal for this role is to be ahead of where the wider Sales Specialist team are.
- Proactive communication of changes and competitive landscape in the and share this back into the DevOps RSM team, Product and Competitive Intelligence team.
- Act as go to authority and guide
Support Marketing and A&R teams for regional initiatives where required
- Support regional field marketing activities.
- Support the A&R team for regional Analyst meetings.
- Support global and regional Dev Ops PMM in developing sales and campaigns.
- Support and lead theater based M&A & NPI activities.
- Evangelist Contribution of blogs, whitepapers, webinars, presence at Splunk events etc.
Requirements
- You have minimum of 10 years of direct sales experience selling within PBST (required), start-up experience encouraged! (Combined with DevOps sales experience.)
- Strong cloud knowledge with a solid technical understanding, and experiencing conducting demos within PBST.
- You have previous experience utilizing partners, channels and alliances to sell more successfully and overachieve your quota.
- You have sold a similar sophisticated solution software and have experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, business applications and/or analytics.
- You have a measurable track record in new business development and over achieving sales targets
- Modern application architecture (micro-services) understanding is key, along with the ability to understand and communicate technical challenges in business terms
- Proven track record of successfully closing six and seven figure software licensing deals with prospects and customers in the defined territory.
- Experience in the “C” suite, strong executive presence, target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.
- Bachelor’s degree preferred; MBA a plus or equivalent experience
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.
Individuals seeking employment at Splunk are considered without regards 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 (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.
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.
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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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