Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey.
Role
Due to our expansive growth we are seeking an outstanding sales leader to join our team as Regional Sales Director, Manufacturing Industry Sales (West Coast). In addition to requisite passion, skills, and experience, you will have a proven record in selling enterprise software solutions to large organizations, experience successfully leading front-line sales teams, and a history of overachieving team quotas.
What We Offer You:
- An opportunity to drive significant shareholder, customer, and employee value.
- A fast-growing and constantly evolving business and market where you will be challenged and grow.
- Hardworking and dedicated peers across all GTM and Corporate functions.
- Personal and Professional Growth. We believe in growing our leaders through ownership, new experiences, and formal and informal education.
- An open, supportive and collaborative work environment.
Responsibilities:
- Recruit, hire, onboard, and retain an all-star sales team: Encourage, empower, and motivate while pairing business and revenue objectives with appropriate growth initiatives.
- Train new hires on the sales process, ensure standards of success are clearly articulated.
- Consistently deliver revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
- Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number, and to deadlines.
- Direct sales activities within the assigned vertical, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
- Coach sales team to uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of Splunk products and services, and negotiate favorable pricing and terms by selling value and return on investment.
- Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience.
- Use CRM systems (Salesforce) extensively.
Requirements
- 5+ years’ experience building and leading front-line sales teams; ability to grow and scale upward with the company; second-line management experience a plus.
- 10+ years of direct and channel enterprise software selling experience to large enterprises is required.
- Strong familiarity with customers and use-cases in the manufacturing or supply chain industries.
- Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, business applications and/or analytics. Subscription, SaaS, or Cloud software experience is required.
- Track record of consistently meeting/exceeding sales quotas personally and as a sales leader.
- Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
- Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC and Challenger methodologies is a plus
- Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive-level presentations.
- Success adapting in fast-growing and changing environments
- Bachelor's degree; MBA a plus
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.
Note: 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) ranges are guidelines and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out below, 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 competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off, an ESPP and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.
OTE Pay Ranges
For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).
SF Bay Area, Seattle Metro, and New York City Metro Area
On Target Earnings: $304,000.00 - 418,000.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $296,000.00 - 407,000.00 per year
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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