Description
As an Account Executive - Splunk at Cisco, you will influence and drive strategic decisions within Splunk customer's buying center by leveraging SaaS and cloud expertise with cybersecurity and observability competitor and market insights.
You will serve as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers' strategic goals and needs, driving incremental revenue growth and recurring revenue.
Your responsibilities will include:
- Orchestrating multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth
- Prospecting new deals with C-suite, buyers, executives at all levels
- Cultivating expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives
- Anticipating evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers
- Applying competitor and customer insights to build effective account strategy and relationship map
- Identifying and interpreting shifts in the security and observability competitive landscape to provide strategic recommendations to internal and external stakeholders
- Leading executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization
- Expertly navigating commercial, legal, and technical requirements and risks to realize business value
- Leading negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements
- Reviewing, prioritizing, and aligning customer needs and Splunk portfolio strategy to drive significant incremental annual contract value
- Leading Splunk account planning and leveraging innovative channels to identify new consumption options within Splunk while mitigating risk
- Demonstrating deep technical comprehension of technical solutions and their long-term value/ROI in customer context
- Integrating CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization
- Partnering with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement
- Championing GTM-wide collaboration that influences Splunk and customer organizations
The typical sales cycle is medium complexity, with an average length of deal being 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. The variable deal size can be between $50K to $750K.
The minimum qualifications for this role are:
- Bachelor's degree + 8 years of related experience
- Master's degree + 6 years of related experience
- PhD + 3 years of related experience