Title: Partner Regional Sales Manager
Location: Splunk Office; Plano, TX, Boulder, CO or Tampa, FL
Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our solutions and seek to deliver the most possible value 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!
Do you want to make an impact and help us change the way companies make business decisions? If your answer is "yes" we have a home for you at Splunk. In this role you will grow a named account, partner driven business with an account set of existing customers and new prospects. You build a go to market plan focused upon self-generated and partner generated opportunities to create new discovery meetings to better understand pains and needs. You then will use your sales, negotiation and collaboration skills to solution and close accounts with channel partners for Splunk's award-winning On -Prem and Cloud Solutions. You will work with business partners to create differentiated value propositions, compelling solutions positioning, drive local reach and enable a high degree of transactional velocity
You will meet/exceed assigned revenue goals working with a virtual team of Systems Engineers, Business Development, Field Marketing and members of your external channel ecosystem, including VAR's, Cloud Service Providers, Managed Service Providers, Managed Security Service Providers and Systems Integrators. You will follow up on leads, perform deep discovery, use product demos for qualified opportunities and drive the technical validation process with your business partner. You know how to work "smarter" not harder and drive standard methodologies to ensure successes to win as a team. In addition, you will also successfully:
Work with and support Channel Partners to create net new logo opportunities in prospects and upgrade/expansion opportunities in customer accounts.
Drive the business by building and developing account relationships through personalized contact, understanding of account's needs, and ability to communicate the value of Splunk Solutions in conjunction with the assigned Channel Partner on the account/opportunity.
Accurately forecast opportunities based upon realistic assessments and partner insights while consistently delivering against that forecast
Running and collaborating with channel partners on sales campaigns and motions that build customer value and enable Multi-Year, Multi-Solution transactions.
3+ years of experience in selling enterprise IT software solutions (BI, data analytics, security software, enterprise applications, business processing outsourcing, risk management software or networking performance) or 5-7 years in outside B2B sales or technology/business consulting.
Experience in working in a Metrix Sales Environments where Channel Partners are a key component to the success of the opportunity and customer.
Utilize a defined Sales Methodology (re: MEDDPICC, MEDDIC, Sandler, SPIN) for business needs/business pain understanding
Successful experience running the entire sales cycle from start to finish and being responsible for your own quota or have created new revenue streams with accounts.
Strong reputation of exceeding sales quota (you are in the top 10%-20% on your sales team/organization) or billable hours.
You have successfully led and drove the sales process (this is not an overlay or team quota).
Consultative sales experience targeting relevant companies/businesses to help them to think differently about Data
Successful in finding and uncovering opportunities with net new and existing accounts, via creative prospecting tactics and hunting activities
Consistent track record of using a repeatable sales process for successful deal Finding, Engaging, Running and Closing
Highly motivated and professional, with excellent verbal, communication, presentation and social skills
A rational, logical and analytical thinker
You have shown strong technical aptitude and passionate about technology sales.
Strong computer skills - CRM system, Word, Excel, Powerpoint....~~~ a plus
Excellent listening skills with the attested ability to prioritize and complete multiple tasks to meet deadlines
Self-starter able to work independently but also a giving member of a team
Willingness and Desire to learn new things and ways to be more efficient and effective
Excellent conflict resolution skills
Commute daily to our Splunk office (not a remote position and we are only able to consider those that are local) and visiting your territory 1-3x per quarter
Bachelor's degree preferred or equivalent experience
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.
Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. Machine data is one of the fastest growing and most complex areas of big data-generated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.
Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data. IT insights. Security insights. Business insights. It's what we call Operational Intelligence.
Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world. These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs. Innovation is in our DNA - from technology to the way we do business. Splunk is the platform for Operational Intelligence!
Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.
We've built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software. We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.
Benefits & Perks: Wow! This is really cool!
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ's, soccer, "Fun Fridays".
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave. Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy. You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ's, soccer and "Fun Fridays".
This isn't a job - it's a life changer - are you ready?
Individuals seeking employment at Splunk are considered without regards to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor's EEO is The Law notice. Please click here to review Splunk's Affirmative Action Policy Statement.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk's Pay Transparency Nondiscrimination Provision.
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Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
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