Account Executive - Splunk (Montreal)

Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received.

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 

We are seeking a hardworking, driven, sales professional to drive revenue growth calling on large enterprise accounts.  Account Executives are individual contributors who play a vital role in driving a significant share of revenue for Splunk. We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. The work you’ll do will directly impact the experience of our customers.

What you'll get to do 

You will establish a vision and plan to guide your long-term approach to pipeline generation. You will consistently deliver license, support, and service revenue targets – dedication to the number and to deadlines. In addition, you will: 

• Land, adopt, expand, and deepen sales opportunities. 
• Explore the full spectrum of relationships and business possibilities across the client’s entire org chart. 
• Become known as a thought-leader in machine learning and predictive analytics. 
• Expand relationships and orchestrate complex deals across more diverse business stake-holders. 
• Holistically embrace, access, and apply the channel to identify and open new, unchartered opportunities. 
• Work as a team for the most efficient use and deployment of resources. 
• Provide timely and informative input back to other corporate functions. 

Must-have Qualifications 

• 3+ years of direct sales experience selling enterprise software to large enterprises (required) in fast-growing, changing, and driven environments. 
• Must speak fluent English & French
• 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.
• Success adapting in fast-growing and changing environments

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. 

• Previous experience applying partners, channels, and alliances to sell more efficiently and overachieve your quota. 
• Relevant software experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics. Subscription, SaaS, or Cloud software experience is preferred. 
• Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory. 
• Strong executive presence and polish, and excellent listening skills. 
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies is a plus. 

Chez Splunk, une entreprise Cisco, nous contribuons à bâtir un monde numérique plus sécuritaire et plus résilient grâce à une plateforme complète de sécurité et d’observabilité conçue pour les environnements hybrides et multinuages. Les plus grandes entreprises au monde s’appuient sur notre plateforme unifiée pour assurer la sécurité et la fiabilité de leurs systèmes numériques.

Nos clients apprécient notre technologie, mais ce sont nos employés qui font de Splunk un endroit exceptionnel où faire carrière. Peu importe où vous vous trouvez dans le monde ou votre niveau au sein de l’organisation, nous abordons notre travail avec bienveillance et respect. Apportez votre expérience, votre esprit d’analyse, vos talents, mais aussi votre personnalité, votre passion et tout ce qui fait de vous une personne unique. Venez aider les organisations à donner le meilleur d’elles-mêmes tout en faisant progresser votre carrière au sein d’une équipe qui vous soutient.

Nous sommes à la recherche d’un(e) professionnel(le) de la vente motivé(e), déterminé(e) et axé(e) sur les résultats afin de stimuler la croissance des revenus auprès de grandes entreprises.

À titre de chargé(e) de comptes (Account Executive), vous jouerez un rôle essentiel dans l’atteinte des objectifs de revenus de Splunk. Vous évoluerez dans un environnement où vous pourrez avoir un impact dès votre arrivée, tout en profitant d’excellentes occasions d’apprentissage et de développement professionnel. Le travail que vous accomplirez contribuera directement au succès de nos clients.

Vous élaborerez une vision et une stratégie à long terme afin de développer votre pipeline d’affaires. Vous atteindrez de façon constante vos objectifs de revenus liés aux licences, au soutien et aux services, tout en respectant les échéanciers et les engagements.

Vous aurez notamment à :

• Développer, conclure et faire croître les occasions d’affaires.
• Établir des relations à tous les niveaux de l’organisation de vos clients afin d’identifier de nouvelles possibilités de croissance.
• Vous positionner comme un conseiller de confiance en matière d’apprentissage automatique (Machine Learning) et d’analytique prédictive.
• Développer des relations avec un large éventail de décideurs et piloter des ventes complexes impliquant plusieurs parties prenantes.
• Tirer pleinement parti de notre réseau de partenaires, de canaux de vente et d’alliances afin de générer de nouvelles occasions d’affaires.
• Collaborer étroitement avec les équipes internes afin d’optimiser le déploiement des ressources.
• Fournir une rétroaction pertinente et en temps opportun aux différentes équipes de l’entreprise.

• Minimum de 3 ans d’expérience en vente directe de logiciels d’entreprise auprès de grandes organisations, idéalement dans un environnement dynamique, en forte croissance et en constante évolution.
• Maîtrise du français et de l’anglais, tant à l’oral qu’à l’écrit (bilinguisme requis).
• Excellentes aptitudes en leadership et en influence, avec une capacité démontrée à bâtir de solides partenariats d’affaires, tant à l’interne qu’à l’externe.
• Solides compétences en planification des affaires et en gestion des priorités, avec une approche rigoureuse du suivi des résultats, de l’identification des obstacles et de la mise en œuvre de solutions.
• Capacité démontrée à s’adapter et à réussir dans un environnement en forte croissance et en constante évolution.

Nous avons pris soin de distinguer les qualifications essentielles de celles qui constituent un atout. Si vous ne répondez pas à toutes les exigences ci-dessous, nous vous encourageons tout de même à postuler. Nous recherchons avant tout des personnes talentueuses et passionnées.

• Expérience de la vente par l’entremise de partenaires, de réseaux de distribution ou d’alliances stratégiques afin d’accroître les ventes et de dépasser les objectifs.
• Expérience pertinente dans un ou plusieurs des domaines suivants : systèmes informatiques, gestion d’infrastructures, développement et gestion d’applications, DevOps, cybersécurité, applications d’entreprise ou analytique. Une expérience des solutions infonuagiques (Cloud), SaaS ou par abonnement constitue un atout.
• Historique démontré de développement de nouveaux clients et de dépassement constant des objectifs de vente sur un territoire défini.
• Excellente présence auprès de la haute direction, grand professionnalisme et excellentes aptitudes en écoute active.
• Expérience des approches de vente Target Account Selling, Solution Selling ou Consultative Selling. La connaissance des méthodologies Force Management, MEDDPICC et Challenger constitue un atout.

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

We are Cisco, and our power starts with you. 

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks.  Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees

• 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco

• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees

• Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)

• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next

• Additional paid time away may be requested to deal with critical or emergency issues for family members

• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:

• .75% of incentive target for each 1% of revenue attainment up to 50% of quota;

• 1.5% of incentive target for each 1% of attainment between 50% and 75%;

• 1% of incentive target for each 1% of attainment between 75% and 100%; and

• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

Non-Metro New York state & Washington state:

* For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.