Regional Sales Manager, Commercial

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.
The RSM role combines direct sales acumen with an ability to work through a sophisticated partner ecosystem - note that all sales will be completed through Partners. You anticipate how decisions are made, persistently explore and uncover the business needs of Splunk’s key clients, and understand how our range of product and program offerings can grow their business.
Splunkers are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, our customers, having fun and most importantly, to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!
Role Details:
As a Commercial RSM you will grow a geographic-based business, in conjunction with our key partners operating in the territory, focussed on both net-new accounts and existing customers. You will use your organisation, sales and leadership skills to find, sell to and support both new and existing partners and customers in your geographic territory.
Responsibilities include growing relationships with existing partners as well as recruiting and developing new ones. You will help enable and support partners, as well as making joint sales calls and closing deals. You will establish and deliver on sales plans and go-to-market strategies to grow revenue in accordance with quota targets.
This position is a field-based role to develop Splunk’s business in the territory, through managing and supporting the relationship with our most strategic partners, in conjunction with the Value Added Distributor. You will build a long-term strategic engagement with the Distributor and named partners, and become a trusted
Responsibilities:

You will meet/exceed assigned revenue goals in collaboration with Partner Sales Managers, Systems Engineers, Business Development Reps, Field Marketing and other members of your Splunk ecosystem. Specifically, you will:

• Develop and execute on a partner-first sales strategy for your district, including sales and marketing campaigns aligned with relevant partners
• Build and develop partner and customer relationships in your market through understanding customers’ needs, developing appropriate relationships, and communicating the business value of Splunk solutions
• Develop, lead and run sales campaigns and motions to build customer value and enable Multi-Year, Multi-Solution transactions.
• Support Channel Partners in crafting and closing opportunities in new and existing customer accounts
• Identify and follow up on leads & opportunities, perform deep discovery with qualified customers and own the opportunity progression process
• Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast
• Multiply your sales efforts through partner collaboration, and share your best practices and successes with the wider team

Requirements:

You have a strong track record in developing and growing a territory sales business, through successfully selling software and services, and building positive relationships with customers and partners. Specifically you:

• Have a track record of developing a new territory and delivering strong results through local and virtual teams and orchestrating resources both internal and external resources
• Have experience in selling enterprise software solutions (incl Security, Observability, Network, AI and general enterprise applications)
• Successfully run multiple mid-market sales cycles from start to finish incl both direct and partner-led business
• Have earned a strong reputation of exceeding sales quota (you are in the top cohort of your sales team/organisation)
• Have successfully owned and delivered against a direct sales quota (not just an overlay or team quota)
• Developed opportunities with net new and existing accounts, through prospecting and hunting processes and activities
• Developed a repeatable sales method and process, aligned to company goals and methods, that has delivered personal sales success
• Maintain high levels of motivation and integrity
• Demonstrate excellent verbal, communication and social skills
• Display rational, logical and analytical thinking skills
• Comfortable in technical discussions and have a passion for technology sales
• Understand sales tools like Salesforce, Outreach, Cognism etc
• Are able to effectively work independently, which also contributing to a team
• Bring a growth mindset, with an ambition to improve how you work
• Hold a bachelors’ degree preferred or equivalent experience
• Proficient in speaking and writing in the local language

Please refer the Job description for details