• Regional Sales Manager - Systems Integrators

    Splunk Vienna, VA 22182

    Job #1836236861

  • 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 product and seek to deliver the best experience for our customers. At Splunk, we're committed to our work, customers, having fun and most meaningfully to each other's success. Learn more about Splunk careers and how you can become a part of our journey!

    Role: Regional Sales Manager, System IntegratorsLocation: Remote, US

    Job Description: That's a cool job! I want it!

    We seek a motivated salesperson to own revenue generation for Sell-To business on our Systems Integrators (SI) team. The role requires a great teammate passionate about helping customers and prospective customers to reinvent their IT strategy by bringing data to everything using the Splunk Observability platform.

    As an Account Manager on our SI team, you will have the exciting opportunity to drive growth and to shape the future of emerging technology in some of our most critical accounts. Your broad responsibilities will include leading the cross functional team that helps these growing customers as they serve the DoD and Intelligence agencies of the US Government. You will drive business and technical relationships in your accounts and launch customer projects at a rapid rate by helping to define, identify, and pursue key Observability opportunities with their security, application, and operations teams. This includes figuring out the most effective go-to-market strategies and collaborating with our partner sales, legal, marketing, product, contracts and executive leadership teams along the way.

    You will establish deep business and technical relationships through your knowledge of the SIs and the Aerospace and Defense market's mission. You possess a business background that enables you to drive engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges of your customers, with the ability to build and convey compelling value propositions.

    • Build regional strategic marketing plans aligned with sales priorities and revenue targets.

    • Drive revenue and market share within Splunk's SI business.

    • Maintain an accurate and robust pipeline and forecast of business opportunities.

    • Identify specific prospects/partners/channels to nurture while communicating the value proposition for their business and use cases.

    • Understand the technical considerations and certifications specific to your clients.

    • Develop and progress a sales pipeline by engaging with prospects, partners, and key customers.

    • Collaborate with the customer base to ensure they are successful using our software and making sure they have the technical resources required to drive mission success.

    • Understand the technical requirements of your customers and work closely with the internal development team to guide the direction of our product offerings for developers.

    • In coordination and collaboration with others on the account teams, prepare and deliver business reviews to the senior management team regarding quarterly and yearly strategies to align with revenue growth expectations.

    • Lead sophisticated contract negotiations and liaison with the legal group.

    • Increase the velocity of customer adoption and happiness

    Basic Qualifications:

    • Minimum of 5 years of enterprise sales experience

    • Proven track record generating new logo deals and delivering multi-stakeholder sales

    • Experience selling SaaS and working with annually renewable contracts

    • Minimum of two years of experience selling to a US Federal Systems Integrator or their government agency customers

    Preferred Qualifications:

    • Solid technical background in software applications, big data analytics tools, and cloud infrastructure.

    • Track record of exceeding quota

    • Direct experience in delivering sell-to revenue for a Federal Systems Integrator

    • Strong verbal and written communications skills

    • Extensive customer network

    • Security clearance a plus


    • Ability to travel 50% of the time

    • Minimum of a Bachelor's degree

    • Must currently be authorized to work in the United States on a full-time basis

    About Us:

    • Gartner's 2020 Magic Quadrant (~~~) Leader for SIEM

    • Named Top 5 on the 2020 Fortune Future 50 list (~~~/)

    • Named one of the "Best Places to Work" for Women (~~~) , Parents (~~~) , and in Technology (~~~)

    • Chief Technical Adviser for Public Sector, Juliana Vida, named as one of Washington Exec's Top 25 Cyber Execs (~~~)

    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.

    About Splunk

    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!

    SF Only

    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.

    Non SF

    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.

    Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk's website should send comments to ~~~. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.

    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.

    To check on your application click here.