Successful candidates will have a measurable track record in building, managing, and delivering high performing sales results in major or strategic account territories. This is a key role driving a significant share of revenue for Splunk within our Public Sector business. This will be an individual contributor role working with Major/Tier 1 Accounts.
Responsibilities: I want to and can do that!
Consistently deliver aggressive license, support and service revenue targets – commitment to the number and to deadlines
Named Account penetration, account planning and opportunity management
Negotiate favourable pricing and business terms with large Government enterprises by selling value and ROI
Work with partners for maximum effectiveness
Leverage sales engineering and in-house specialists as well as partner services resources
Use our sales methodology and processes effectively
Understand how to leverage both international and domestic colleagues to expand deal size and value to the customer
Good corporate 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 back to other corporate functions, particularly product management and marketing
Requirements: I’ve already done that or have that!
Extensive experience as an Account Manager selling into large Tier 1 Public Sector accounts is a must.
HMRC or DWP account manager experience and valid network is highly preferential
Ability and desire to grow and scale with the company
Very comfortable in the “C” suite with a track record of multimillion dollar software licensing deals
Strong executive credibility, presence and polish
Forecasting commitments and forecasting accuracy
Exceptional management, interpersonal, written and presentation skills
Thrives in a fast-paced, high growth, rapidly changing environment
Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, and/or analytics.
Use CRM systems (Sales Force) extensively
Track record of success and knowledge with prospects and customers in the defined territory