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Role

We are looking for a gifted communicator and business executive who can build consensus and motivate sales teams and customers to succeed. Leading a team of professionals consisting of deal strategists, contract negotiators, and business practices specialists, you will have an opportunity to influence and provide strategic guidance to field sales leadership, as well as various other business functions within Splunk (finance, legal, quoting operations, etc.). Lastly, you are a confident enterprising person that exhibits tact and persistence and brings dedication to the team. 

Responsibilities

You will lead a team responsible for Contracting (field education, field strategy, terms, negotiation), Deal Framework (field education, deal structure, revenue implications, customer negotiations, customer term, Order Document drafting) and Value Selling (RFx response, Go/No Go determination). In leading this team, you will be responsible for influencing the sales teams (leaders and contributors) while maintaining strong relationships with legal, revenue recognition and finance. Additional responsibilities will include: 

  • Partner with the AMER & PBST General Manager as a trusted advisor and act as a single point of contact for sales facing deal strategy and execution support, including orchestration and remediation of all In-theater escalations
  • Create value and expediency for the field by serving as a Subject Matter Expert and coordination channel with corporate support organizations such as product management, legal and finance
  • Demonstrate creativity and determination to drive complex opportunities and increase overall sales productivity
  • Provide strategic mentorship and influence to sales leadership while driving adherence to established ethical, business, legal and financial principles
  • Negotiate favorable pricing and business terms with large, complex organizations balancing customer needs while being mindful of Splunk’s interests
  • Be a good corporate citizen – two-way flow of significant and timely information; work as a team for the most efficient use and deployment of resources ● Provide timely and insightful input back to other corporate functions
  • Partner with Global Field Enablement to advise and train the field on strategic use of contracting terms that lead to swift and effective structuring of cloud Software as a Service (SaaS) deals
  • Act as a thought leader and take ownership in development of programs contributing to global organizational advancement
  • Create unification within the organization with team calls, one-to-one’s and employee reviews
  • Develop and rollout proactive approach to supporting sales for the organization 

Requirements

  • 10+ years experience in Best Practices, Deal Desk, Legal or equivalent, and influencing a sales team (leaders and individuals) on contract negotiations, successful sales practices, sophisticated selling, and ability to show value
  • 5+ years experience building, running or serving as a key support stakeholder to front line sales facing teams; ability to grow and scale upward with the company; second line management experience a plus
  • 5+ years experience with Public Sector sales or sales management experience including working with all types of partners, including resellers, distributors and system integrators
  • Experience selling enterprise software preferred
  • Successful experience and very comfortable in the “C” suite with a track record of negotiating six and seven figure software licensing transactions—going on sales calls w/sales reps, running calls.
  • Subject matter expert with strong understanding of legal and contractual terms in licensing, SaaS and cloud-based subscription contracting
  • Strong executive presence with the ability to negotiate at the executive level
  • Stakeholder management skills, ability to create collaborative and trusted relationships in a complex matrixed and cross-functional organization
  • Ability to coach and develop peers and leaders alike; serve as a strong manager who can develop a high-functioning team
  • Demonstrated capabilities in leadership, management, collaboration, partnership
  • Strong social, written and presentation skills
  • Ability to work effectively in an unstructured environment requiring new perspectives and creative approaches, and with multiple competing deadlines. Can adapt quickly to changes and possesses strong work ethic
  • Ability to be highly productive with minimal oversight from senior management
  • Thrives in a dynamic, fast-growing, rapidly growing environment
  • Strong stakeholder management skills, ability to create collaborative and trusted relationships in a complex matrixed and cross-functional organization


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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