Director of Sales, Major Accounts, NorCal
Splunk
San Francisco, CA, United States
Full-Time
Job Description: That’s a cool job! I want it!
We are seeking an exceptional sales leader to join our team as Director of Sales for Major Accounts. This position reports to the AVP of Sales, West Region. In addition to requisite passion, skills and experience, the successful candidate will have a measurable track record in building and managing high performing sales organizations. This individual will play a key role driving a significant share of revenue for Splunk.
Location: NorCal
Responsibilities: I want to and can do that!
Directly manage the sales team and work closely with assigned technical resources and inside sales
Consistently deliver aggressive license, support and service revenue targets – commitment to the number and to deadlines
Territory mapping, account planning and opportunity management
Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI
Work with inside sales and partners for maximum effectiveness
Leverage sales engineering and in-house as well as partner services resources
Player /coach, hands on with the team; very involved with account planning, strategy and sales calls
Hire the right team to match our growth
Use our sales methodology and processes effectively
Understand how to leverage both international and domestic colleagues to expand deal size and value to the customer
Good corporate citizen – two way flow of relevant and timely 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
Requirements: I’ve already done that or have that!
5+ years experience building and running front line sales teams; ability to grow and scale upward with the company; second line management experience a plus
10+ years direct and channel selling experience to large enterprises
Very comfortable in the “C” suite with a track record of closing six and seven figure software licensing deals
Strong executive presence and polish
Forecasting commitments and forecasting accuracy
Exceptional management, interpersonal, written and presentation skills
Thrives in a fast-paced, high growth, rapidly changing environment
Able to work independently and remotely from other members of your team and corporate
Relevant software industry experience in IT systems, enterprise or infrastructure management
Use CRM systems (Sales Force) extensively
Track record of success and knowledge with prospects and customers in the defined territory
Education: Got it!
Bachelor’s degree or equivalent work experience.
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