Account Executive - Splunk (Remote)

About the role

We are seeking a hardworking, driven, sales professional to drive revenue growth calling on large enterprise accounts.

Responsibilities

• Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth.
• Typically prospects new deals with C-suite, buyers, executives at all levels.
• Cultivates expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives.
• Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers.
• Applies competitor and customer insights to build effective account strategy and relationship map.
• Ledges executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization.
• Expertly navigates commercial, legal, and technical requirements and risks to realize business value.
• Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements.
• Reviews, prioritizes, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value.
• Ledges Splunk account planning and leverages innovative channels to identify new consumption options within Splunk while mitigating risk.
• Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context.
• Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization.
• Pairs with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement.
• Champions GTM-wide collaboration that influences Splunk and customer organizations.

Requirements

• Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience.
• Previous experience applying partners, channels, and alliances to sell more efficiently and overachieve your quota.
• Relevant software experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics.
• Subscription, SaaS, or Cloud software experience is preferred.
• Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory.
• Strong executive presence and polish, and excellent listening skills.
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies is a plus.

Qualifications

• No specific qualifications mentioned.

Skills

• Technical comprehension of technical solutions and their long-term value/ROI in customer context.
• CRM data integration with business intelligence tools.
• Effective negotiation and relationship-building skills.
• Strategic thinking and ability to anticipate customer needs.
• Ability to manage complex deal cycles and stakeholder relationships.
• Knowledge of industry trends and competitive landscape.
• Consultative sales techniques and experience with Force Management, MEDDPICC, and Challenger methodologies.

Benefits

The starting salary range posted for this position is $259,900.00 to $351,700.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits. Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training.

U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance.

Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies. Employees On Sales Plans Earn Performance-based Incentive Pay On Top Of Their Base Salary, Which Is Split Between Quota And Non-quota Components, Subject To The Applicable Cisco Plan.

For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.