Primarily provides pre-sales technical support for the development of sales opportunities.
Uses product knowledge to provide technical expertise to customers as well as sales staff through sales presentations and product demonstrations.
Takes prospects through technical steps of sales process
Takes accounts and opportunities through Splunk’s pre-sales methodology.
Builds custom demos based on customer requirements to make Splunk differentiators even more obvious to understand
Contributes to marketing activities
As a Splunk Presales Consultant your primary responsibilities will be to:
Work in collaboration with your peers and Sales team to identify, grow and land opportunities.
Create, grow and maintain relationships with customer’s and prospect’s technical teams
Write and deliver excellent presentations; both business focussed and technical presentations.
Demonstrate Splunk solutions to prospects, both onsite and remotely (via Webinars).
Attend and demonstrate Splunk solutions at field events, such as conferences and trade shows.
Respond to the functional and technical elements of tender documents, such as RFIs/RFPs.
Deliver and manage Proof of Concept (PoC) engagements to a success outcome.
Answer complex technical and competitive questions plus address customer concerns to a successful outcome.
Develop relevant presales material, e.g. business cases/ROI, competitive insight documents, etc to persuade clients of the superior value, benefits and capabilities of Splunk’s solutions.
Work closely with peers and management to develop and continually improve working practices, best practices, presales processes, e.g. POC planning, etc.
Leverage Business Knowledge and Experience
Domain knowledge and experience in any of the following areas:
Security is a specific focus for this role,
We are looking for an individual who has gathered extensive experience into Cyber Security through his professional career as a vendor or/and as a user. Expected experience can range from technical cyber security related experience (SOC, SIEM, …) to functional cyber security (Fraud, Compliance, …)
Additional experience in other domains (list below) is a plus
Application Performance Management, Dev Ops
Business Intelligence/Operational Intelligence
Splunk knowledge is not absolutely mandatory but would be highly appreciated
A knowledgeable understanding of business and a proven track record of selling into Enterprise organisations.
Needs to understand the business challenges/drivers, technology and market challenges of these types of organisations.
Ability to develop a strong understanding of each target client’s business, operations and industry trends, including understanding the strategic business and technology goals.
Understand the client’s buying process.
Understands how Splunk’s solutions can provide capabilities and benefits in order to address the client’s business needs.
Ability to participate in account planning and planning meetings to identify new and follow up solution, services and education opportunities.
Ability to develop and articulate business value/ROI case studies.
Technical Knowledge and Experience
Experience working with complex application environments, with the ability to understand relevant sources of machine data, such as performance logs, application logs, audit logs, security data sources, network centric data, etc.
Experience with cyber-security (SOC, SIEM, …), regulations and compliance would be highly regarded
Detailed understanding and knowledge in the area of Log Management and analysis would also be beneficial.
Experience and strong hands-on skills with UNIX (HP-UX, Solaris, AIX), Linux and Windows operating systems.
Splunk experience in a position of either using Splunk or building Splunk projects is a plus
Essential Education, Experience and Additional Skills
5+ years of Presales experience working for Enterprise Software Vendor.
A University degree or similar (preferably in computer science, software engineering or a similar field)
Proactive and able to manage activities in a self-sufficient manner.
Strong communication skills, including excellent verbal and written skills in local language and in English.
Strong understanding of what a sales process is.
Self-motivated with a proven track record in technical software sales and knowledge of technology.
Ability to be organised and analytical, and must be able to eliminate sales obstacles using creative and adaptive approaches.
You should be comfortable working for a dynamic, technical organisation with a rapidly expanding customer base.
Excellent team skills.
Winning attitude. Openess.
Innovation is in our DNA – from technology to the way we do business.