Regional Sales Director - Commercial

at  Splunk

JOB TITLE: REGIONAL SALES DIRECTOR - COMMERCIAL

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.

MUST-HAVE QUALIFICATIONS

• 5+ years’ experience building and leading sales teams; ability to grow and scale upward with the company; second line management experience a plus
• 8+ years direct and channel enterprise software selling experience is required
• Bachelor’s degree; MBA a plus
• Ability to work out of our Plano, TX office

NICE-TO-HAVE QUALIFICATIONS

We’ve taken special care to separate the must-have qualifications from the nice-to-haves. “Nice-to-have” means just that: Nice. To. Have. So, don’t worry if you can’t check off every box. We’re not hiring a list of bullet points–we’re interested in the whole you.

• Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, business applications and/or analytics.
• Track record of consistently meeting/exceeding sales quotas personally and as a sales leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC and Challenger methodologies is a plus.
• Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations.
• Success adapting in fast-growing and changing environments

ROLE SUMMARY

Due to our expansive growth we are seeking an exceptional sales leader to join our team as Regional Sales Director working from our Plano office. In addition to requisite passion, skills, and experience, you will have a proven track record in selling enterprise software solutions to mid-size organizations, experience successfully leading front line sales teams, and a history of overachieving team quotas.
Regional Sales Directors are responsible for hiring, training, developing, and leading a successful team of Geographically aligned Regional Sales Managers that are focused on new logo acquisition and account expansion while consistently exceeding quarterly and annual quotas for the assigned region. You will play a key role driving a significant share of revenue for Splunk. Are you up for the challenge?

WHAT YOU’LL GET TO DO

• You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
• You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
• You will coach sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of Splunk products and services, and negotiate favorable pricing and terms by selling value and return on investment.
• You will recruit, hire, onboard, and retain an all-star sales team: Inspire, empower, coach and motivate, while pairing business and revenue objectives with appropriate growth initiatives.
• You will train new hires on sales process, ensure standards of success are clearly articulated.
• You will consistently deliver license, support and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
• You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
• You will use CRM systems (Salesforce) extensively.