Regional Sales Manager, Strategic Retail & Manufacturing

at  Splunk

REGIONAL SALES MANAGER, STRATEGIC ACCOUNTS

Join us as we pursue our innovative new 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. Learn more about Splunk careers and how you can become a part of our journey!
Role:
Do you have a measurable track record in building, managing, and delivering successful sales results within retail, manufacturing or financial service customers? Are you passionate about new technologies, and looking to join a fast-growing, dynamic organisation?
We are hiring a Regional Sales Manager to join our successful Strategic Sales team focusing on Retail and Manufacturing.
Are you up for the challenge?

REQUIRED EXPERIENCE:

• 8+ years of quota-carrying sales experience in a fast-paced, competitive market.
• 5+ years of proven success in Software/SaaS sales.
• Proven ability to expand, upsell, and cross-sell within accounts, managing complex sales cycles.
• A strong track record of exceeding sales targets and achieving high performance.
• Ability to communicate the business value of complex enterprise technology solutions.
• Skilled in developing business champions and fostering strong internal relationships.
• Experience of managing multiple $1m++ iACV opportunities and bringing them to a close
• Must be comfortable selling into the C suite (CIO, CTO, CISO etc)
• Detailed understanding of how to consistently build 3x pipeline and maintain collaborative Pipe Generation execution plans
• Strong executive presence and polish, with extraordinary management, interpersonal, written and presentation skills.
• Thrives in a dynamic, fast-growing, rapidly changing environment while being able to work independently and remotely from other members of your team and corporate.
• Relevant software industry experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, security, and/or analytics. Experience of selling Observability or APM solutions is a plus.
• Desire to Learn and Adapt: You will constantly be learning new areas and new technologies.
• Experience in using CRM systems (Salesforce.com).

• Expected to consistently deliver iACV revenue every quarter, the expected attainment is in excess of $400,000 net new incremental revenue per quarter and maintain Annual Recurring Revenue across the territory.
• Responsible for building and maintaining a 3x pipeline of business.
• The role will consist of selling into existing accounts
• Establish favourable pricing and business terms with large commercial enterprises by selling value and return on investment
• Effective use of Sales Engineering, in-house and partner services resources, and our sales methodology and processes (MEDDPICC).
• Collaborate with both international and domestic colleagues to expand deal size and value to the customer.
• Good corporate citizen – two-way flow of relevant information; work as a team for the most efficient use and deployment of resources.
• Provide timely and insightful input back to other corporate functions, particularly product management and marketing.