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Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back.

Role:

The Security/Observability Advisor role will be instrumental in growing Splunk’s Security & Observability business and expanding the number of multi-product customers. This role will be the GTM domain expert for Splunk’s Security/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.
Responsibilities:
  • Partner with Regional Sales Managers to develop account and sales plans for customers to increase the mix of products and capabilities related to Security and Observability
  • Interlock and work with the Global Security and Observability Strategists to help identify, define and promote repeatable PA use cases and execute on the GTM strategy
  • Assist Sellers by providing expertise and guidance around the Security/ITOps/Observability portfolio of solutions.
  • Advise theater sales leadership (i.e. Group Vice Presidents/Area Vice Presidents) on GTM account/execution progress, competitive trends and partner ecosystem developments.
  • Thought-leadership, provide content for and speak at customer and partner meetings and events
  • Advise on GTM campaigns, target personas and personalized messaging
  • Understand and help identify the Security/ITOps/Observability competitive landscape within accounts and collaborate with account teams and Global Strategists to develop competitive positioning tactics.
  • Be the point of liaison for Security & Observability solution area information sharing amongst theater and global resources.
Requirements:
  • 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
  • Prior Observability or Security Solutions selling
  • Practitioner expertise with IT Operations, Security or Observability capabilities is a plus
  • Demonstrate deep understanding of industry & competitive trends in the one or more of the cyber security, IT Operations or observability markets.
  • Comfortable enabling others with your domain and solution sales knowledge.
  • Thrives in a transparent, dynamic and disruptive team environment
  • Able to work independently and remotely with other members of your team and corporate functions
  • Be able to demonstrate a consistent track record of use-case positioning with a “C” suite audience, supporting large and complex customer deployment decisions.
  • Strong executive presence and communication skills. Proven to be able to hold strategic and executive relationships with key personae in cyber security and Observability domains.
  • Strong ability to analyze sales trends as well as market and competitive 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.
  • Familiarity with & comfortable using value based selling tools, account-targeting strategies and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is a plus.
  • Travel up to 25 - 50% of time, depending on the region

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 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: $262,800.00 - 361,350.00 per year

California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

On Target Earnings: $239,040.00 - 328,680.00 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 pay 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 competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our next-level benefits 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 committed to equal employment opportunity. 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 Affirmative Action 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.

To check on your application click here.

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