- Influences and drives strategic decisions within Splunk customer’s buying center by leveraging SaaS and cloud expertise with cybersecurity and observability competitor and market insights.
- Serves as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers’ strategic goals and needs, driving incremental revenue growth and recurring revenue.
- Maintains a comprehensive understanding of Splunk’s products, services, and solutions. Liaises with other portfolio sellers to ensure adherence and alignment to GTM processes, tools, and methodologies.
- Owns the legal goal, creates and manages quality pipeline, develops business, negotiates, and closes the deal.
- Builds the sales funnel through opportunity prospecting, develops and owns opportunities through to sales completion to achieve revenue goals. Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments.
- Conducts business and technical evaluations to ensure proposals meet customers’ business objectives.
- Identifies new land opportunities, develops proposals, and creates account plans. Closely monitors cybersecurity and observability trends, market dynamics, and competitive landscapes
- Specialization and Focus - Specialist in Splunk solutions, services, and products
- Customer Engagement and Accountability - Primary influencer. Oversees overall customer strategy, value, and relationship. Develops deep understanding of customer business risk and opportunities to ensure value realization
- The Internal Sales Process - All deal stages. Spends most of the time between prospect/qualification and proposal of the deal
- Success Measures - Sustained Splunk portfolio growth, account growth, account retention, incremental annual contract value (IACV)
What You'll Do:
- Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth
- Typically prospects new deals with C-suite, buyers, executives at all levels
- Cultivates expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives
- Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers
- Applies competitor and customer insights to build effective account strategy and relationship map
- Identifies and interprets shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders
- Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization
- Expertly navigates commercial, legal, and technical requirements and risks to realize business value
- Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements
- Reviews, prioritizes, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value
- Leads Splunk account planning and leverages innovative channels to identify new consumption options within Splunk while mitigating risk
- Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context
- Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization
- Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement
- Champions GTM-wide collaboration that influences Splunk and customer organizations
Minimum Qualifications: Bachelors + 8 years of related experience, or Masters + 6 years of related experience, or PhD + 3 years of related experience
Preferred Qualifications: Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
Why Cisco?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.
Skills Required
- Bachelor's degree plus 8 years related experience, or Master's plus 6 years, or PhD plus 3 years
- Specialist in Splunk solutions, services, and products
- Deep knowledge of cybersecurity, observability, and cloud/SaaS market dynamics
- Proven enterprise SaaS sales experience: prospecting, pipeline management, forecasting, negotiating, and closing complex deals
- Experience using CRM and business intelligence tools to integrate data and optimize sales processes
- Ability to lead executive-level engagements and develop account plans driving incremental annual contract value
- Preferred qualifications vary by team and business needs
Cisco Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Cisco and has not been reviewed or approved by Cisco.
-
Healthcare Strength — Comprehensive medical, dental, and vision coverage, mental health support via an EAP, and access to on-site or virtual health centers indicate robust healthcare offerings. Wellness programs, fitness resources, and specialized services further reinforce coverage depth.
-
Leave & Time Off Breadth — Generous PTO, a global minimum for paid parental leave, and unique programs like company-wide recharge days and paid volunteer time expand time-away options. Additional offerings such as Critical Time Off and adoption assistance add flexibility for life events.
-
Equity Value & Accessibility — Restricted stock units and a discounted employee stock purchase plan are meaningful elements of total compensation. The prominence of equity can materially augment overall pay packages alongside salary and bonuses.
Cisco Insights
What We Do
Cisco (NASDAQ: CSCO) enables people to make powerful connections--whether in business, education, philanthropy, or creativity. Cisco hardware, software, and service offerings are used to create the Internet solutions that make networks possible--providing easy access to information anywhere, at any time. Cisco was founded in 1984 by a small group of computer scientists from Stanford University. Since the company's inception, Cisco engineers have been leaders in the development of Internet Protocol (IP)-based networking technologies. Today, with more than 71,000 employees worldwide, this tradition of innovation continues with industry-leading products and solutions in the company's core development areas of routing and switching, as well as in advanced technologies such as home networking, IP telephony, optical networking, security, storage area networking, and wireless technology. In addition to its products, Cisco provides a broad range of service offerings, including technical support and advanced services. Cisco sells its products and services, both directly through its own sales force as well as through its channel partners, to large enterprises, commercial businesses, service providers, and consumers.
