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 summary
Do you have a measurable track record in building, managing, and delivering successful sales results within Public Customers? Are you passionate about new technologies, and looking to join a fast-growing, dynamic organisation? We are now looking to hire in the BeLux team! This individual will play a key role driving a significant share of revenue for Splunk. You will be able to grow our partnerships within Public accounts while optimizing the value our customers generate from Splunk.What you'll get to do!
1. Consistently deliver daring license, support and service revenue goals – dedication to the number and to targets
2. Named Account penetration, account planning and opportunity management always focusing on Customer Value and solving business pains.
3. Negotiate favorable pricing and business terms with large commercial enterprises by selling value and return on investment
4. Work with partners for maximum efficiency
5. Use sales engineering and in-house as well as partner services resources
6. Use our sales methodology and processes successfully
7. Understand how to use the wider team to expand deal size and value to the customer
8. Good corporate citizen – two way flow of meaningful and timely information; work as a team for the most efficient use and deployment of resources
9. Provide timely and informative input back to other corporate functions, particularly product management and marketing
Must-have Qualifications
10. 8+ years direct Account Manager selling experience into large Public accounts
11. Ability to grow and scale upward with the company; first line management experience a plus
12. Very comfortable in the “C” suite with a track record of closing six and seven figure software licensing deals
13. Experience with Value Based Selling techniques and MEDDPICC, dedicated to solving business pains (Pain Chain selling)
14. Customer Centric, creative and a positive approach
15. Strong executive presence and polish
16. Forecasting commitments and forecasting accuracy
17. Outstanding management, interpersonal, written and presentation skills
18. Thrives in a fast-paced, fast-growing, constantly evolving environment
19. Able to work independently and remotely from other members of your team and corporate
20. Meaningful software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, and/or analytics.
21. Use CRM systems (Salesforce) extensively
22. Proven track record of success and knowledge with prospects and customers in the defined territory
23. Proficient in Dutch, French & English