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Regional Sales Director (Defence, Intel, Aerospace)

We are seeking an outstanding Sales Director to further develop and grow the UK&I Public Sector business focused on our Defence, Intelligence and Aerospace customers. The successful Sales leader be integral in delivering some of the largest and most strategic deals to date, continuing the superb growth of the Defence Intelligence and Aerospace business and driving a significant share of revenue for Splunk!

We are looking for a true leader, a people person, who demonstrates a clear ability to grow businesses, close complex multi-million pound transactions while still understanding the need for constant pipeline generation and sustainable revenue flows. This will be something you have done before, this is one of the top Public Sector sales teams in the country; experience, knowledge and ideas are a must.

Responsibilities

  • Manage and grow our UK Defence and Aerospace Business
  • Account coverage includes Defence and Intel agencies, Aerospace and Defence Supply organisations between $1-5bn revenue.
  • Lead and coach 6 Account managers, diverse in experience and abilities and all hired and ramped within Splunk.
  • Consistently deliver ambitious license revenue and growth targets with dedication to the number. Carefully lead a balanced scorecard of support and services revenues to ensure customer success.
  • Deliver favourable pricing and business terms with large Defence enterprises by selling value and ROI. Including any need for Cross Government frameworks or pricing MOUs.
  • Work with channel and technology partners for maximum efficiency, scale and delivery. 
  • Leverage and lead technical services and partner resources to maximum effect. 
  • Coach the team and be hands-on where appropriate; establish team ethos; direct financial and account planning strategy and sales processes.
  • Conduct regular sales and forecast calls with the team, and with leadership. Forecast accuracy is a must and a primary performance metric.
  • Build a pipeline of talent and hire the right people to match culture, methodologies and company growth.
  • Use our sales methodology and processes effectively.
  • Understand how to leverage colleagues to expand deal size and business value to the customer. 
  • Good corporate and empathetic citizen – two way flow of relevant and timely information; work as a team for the most efficient use and deployment of resources
  • Provide timely and insightful input to other corporate activities, particularly product management, marketing and the Public Sector vertical.

Requirements:

  • Extensive experience in building and running front line major account teams; ability and desire to grow and scale upward with the company.
  • Proficient in direct and channel selling to the Ministry of Defence and UKIC bodies, large and small.
  • Deep understanding of the market trends and technology priorities in sector.
  • Experience and ability to mentor and develop enterprise account growth strategies.
  • Have an existing wide network of contacts in the Ministry of Defence and demonstrate an ability to expand this network.
  • Comfortable working with C-level and senior executives in public sector bodies.
  • Track record of closing six, seven and eight figure TCV software licensing deals.
  • Strong executive presence, bearing and polish.
  • Ability to maintain an accurate sales forecast, deliver on commitments and drive new business.
  • Outstanding management, interpersonal, written and presentation skills; all-round skilled communicator.
  • Thrives in a fast-paced, high growth, rapidly changing environment.
  • Able to work independently and remotely, yet maintain management and leadership of your team, and close contact with leadership. 
  • Relevant software sales experience in IT systems, enterprise or infrastructure management.
  • Ability to effectively use CRM systems (Sales Force).

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.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.



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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