Virtual Sales Account Executive

In this role, you will demonstrate strong ownership of territory and business initiatives, partnering closely with Splunk stakeholders and channel partners to drive pipeline growth, accelerate deal execution, and expand customer relationships.

You will take a more strategic and tactical approach in managing assigned accounts, focusing on growing run-rate business, increasing average deal size, and driving ISR-led opportunities. This role requires independent execution, strong partner collaboration, and proactive pipeline generation to support predictable and scalable revenue growth while enabling Field Sales to focus on large and strategic opportunities.

・ Own and manage assigned territory and focus accounts aligned with business priorities and CASM strategy
・ Constantly update and properly manage assigned opportunities using internal tools (SFDC)
・ Manage a structured sales pipeline to drive predictable and scalable run-rate business
・ Accurately forecast opportunities based on realistic assessments and pipeline discipline
・ Drive pipeline generation initiatives to build sustainable growth
・ Use Splunk's discovery process to uncover customer challenges and identify growth opportunities
・ Proactively identify upsell, cross-sell, and expansion opportunities

・ Act as the primary Inside Sales owner for assigned territory and accounts
・ Engage with Splunk internal stakeholders (Field Sales, PDM, BDR, Marketing, etc.) to drive coordinated account strategy
・ Partner closely with RSMs to execute focus account strategy aligned with CASM
・ Engage with channel ecosystem to accelerate deal progression and pipeline growth
・ Drive structured cadence with partners and internal stakeholders
・ Gain agreement with customers regarding next steps and confirm understanding of terms of sale

・ Own the entire sales cycle for ISR-led opportunities from qualification to closing
・ Independently drive run-rate business and expansion opportunities
・ Build and maintain strong customer relationships through web meetings and proactive engagement
・ Work with partners to move opportunities forward and accelerate deal cycles
・ Upsell and cross-sell to increase customer lifetime value
・ Increase average deal size and pipeline quality
・ Handle quotations and order processing for ISR-assigned opportunities
・ Drive quarterly pipeline growth and achieve/exceed assigned quota
・ Support strategic account growth in partnership with Field Sales

● 7+ years of experience in selling enterprise IT solutions (BI, data analytics, security software, risk management software, or networking performance)
● 4+ years of End User Software or Hardware sales experience with quota responsibility
● Proven ability to independently manage territory and drive ISR-led growth
● Experience owning and managing the full sales cycle from prospecting to closing
● Strong pipeline generation and hunting mindset to grow run-rate business
● Proven track record of exceeding quota consistently
● Experience managing partner ecosystem and driving partner-led growth
● Ability to work independently with strong ownership and accountability
● Growth mindset with desire to expand deal size and territory coverage
● Strong forecasting discipline and pipeline management skills
● Experience collaborating with cross-functional stakeholders
● Experience using CRM tools (Salesforce preferred)
● Understanding of security and IT operations is a plus
● High energy and strong ownership mindset
● Strong verbal and written communication skills
● Strong negotiation and closing skills
● Adaptability and ability to thrive in fast-growing environments
● Strong prioritization and execution discipline
● Excellent presentation skills and executive communication ability
● Ability to lead sales conversations and drive next steps independently
● Strong relationship-building skills internally and externally

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.