Observability Advisor

at  Splunk

Splunk is here to build a safer and more resilient digital world. The world’s leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it’s our people that make Splunk stand out as an amazing career destination and why we’ve won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your “million data points”. 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.
Join us as we pursue our vision to make machine data accessible, usable, and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun, and most importantly to each other’s success.
Our team is making a difference in the monitoring and Observability space, and we’re looking for grow our team. Splunk has recently been named Gartner Magic Quadrant innovator within the Application Performance Management (APM) category so there has never been a better time to join us!
We are hiring an Observability Advisor to join us in Sydney. This position will sell Splunk Observability Solutions . This is a MBO-based sales incentive plan role with targets aligned to individual KPIs and overall territory targets for Observability goals. You will drive new logo acquisition as well as expanding existing customer portfolios by demonstrating the value of the solution. You will have an ability to articulate complex solutions, build and maintain executive-level relationships, drive revenue growth.

QUALIFICATIONS

• 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
• Prior Observability Solutions consulting selling
• Practitioner expertise with IT Operations, Observability capabilities is a plus
• Demonstrate deep understanding of industry & competitive trends in the one or more of the IT Operations or observability markets.

Able to demonstrate a consistent track record of use-case positioning with the“C” suite, supporting large and complex customer deployment decisions.

• Strong executive presence and communication. Proven to be able to hold strategic and executive relationships with key persona in Observability domains.
• Strong ability to analyze sales trends as well as market and competitive activity/insights to synthesize strategies to grow sales, customer success or create solution cross-sell or up-sell motions.
• Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
• Familiarity with & comfortable using value based selling tools, account-targeting strategies, and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is a plus.
• Some travel will be required (20%)

Splunk is an Equal Opportunity Employer: At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.
Note:

Partner with leadership to develop GTM strategies, account and sales plans for customers to increase the mix of products and capability relating to Observability.

Holistically embrace, access, and use the channel to identify and open up new opportunities.

• Work as a team for the most efficient use and deployment of resources. Provide timely and input back to other functions
• Responsible for forecasting, keeps management informed in a timely fashion, be up to date on competitor activity, and gives feedback to marketing.
• Track customer activity in internal systems in order to implement sales strategy and identify additional opportunities.
• Understand and help identify the Observability landscape within accounts and collaborate with account teams and Global Strategists to develop positioning tactics.
• Provide customer demos and/or product training