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Sales

Observability Advisor

  • - Hybrid Remote

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 outstanding career destination and why we've won so many awards as the best place to work. If you become a Splunker, we want your whole, authentic self, what we call your "million data points".

The Observability Advisor role will be instrumental in growing Splunk’s Observability business and expanding the number of multi-product customers. This role will be the GTM domain expert for Splunk’s ITOps/Observability solutions supporting the execution of field activities around premium products & helping drive product area expansion at the theater level.

This exciting and strategic role will require a highly knowledgeable individual to engage and influence prospects and existing Splunk customers to increase portfolio usage, enhance deal sizes & expand the customer base via new solutions and/or use case expansion. We’re making a difference in the monitoring and Observability space, and we’re looking for energetic, dedicated professionals to grow our team.

This position is based out of Bangalore.

Responsibilities: I want to and can do that!

  • Partner with leadership to develop GTM strategies, account and sales plans for customers to increase the mix of products and capabilities related to Observability
  • Land, adopt, expand, and deepen sales opportunities together with account team by providing expertise and mentorship around the Observability portfolio of solutions.
  • Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
  • Expand relationships and orchestrate complicated deals across more diverse business stake-holders.
  • Holistically adopt, access, and apply the channel to identify and open new, uncharted opportunities.
  • Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions
  • Responsible for forecasting, keeps management advised in a timely fashion, gathers intelligence on competitor activity, and gives feedback to marketing.
  • Track customer activity in internal systems in order to implement sales strategy and identify additional opportunities.
  • Advise leadership on GTM account/execution progress, competitive trends, and partner ecosystem developments.
  • Understand and help identify the Observability competitive landscape within accounts and collaborate with account teams and Global Strategists to develop driven positioning tactics.
  • Provide customer demos and/or product training as vital.
  • Accountable for individual expense budget management.

Requirements: I have already done that or have that!

  • 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
  • Prior Observability Solutions consulting selling
  • Sales experience specific to startup and digital native organisations
  • Experience with business development and building alliances with hyper scalars (AWS, GCP, Azure) inclusive of engaging with the sales teams.
  • Demonstrate deep understanding of industry & competitive trends in the one or more of the IT Operations or observability markets.
  • Comfortable enabling others with your domain and solution consulting knowledge.
  • Thrives in a transparent, dynamic and innovative team environment
  • Able to work independently and remotely with other members of your team and corporate functions
  • Demonstrate a consistent track record of use-case positioning with a “C” suite audience, supporting large and complicated customer deployment decisions.
  • Strong executive presence and communication skills. Shown to be able to hold strategic and executive relationships with key persona in Observability domains.
  • Strong ability to analyze sales trends as well as market and driven activity/insights to synthesize strategies to grow sales, customer success or create solution cross-sell or up-sell motions.
  • Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
  • Some travel will be required (30%)

Good to have:

  • Practitioner expertise with IT Operations, Observability capabilities
  • Familiarity with & comfortable using value based selling tools, account-targeting strategies, and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies

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:

OTE Range

For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

India

On Target Earnings: INR 5,880,000.00 - 8,085,000.00 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 On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE 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 OTE, this role 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 comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, 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.

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