Industry Advisor – Public Sector: State, Local and Higher Education (SLED)

Job Description

Industry Advisor – Public Sector: State, Local and Higher Education (SLED), Remote, USA

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 importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

ROLE

Are you a government junkie and public servant at heart? Do you love cutting edge technology and want to make a difference to US State and local governments as well as the Higher Education (SLED) community? Are you passionate about helping government agencies and institutes of higher learning make the best use of their data to accelerate business and mission outcomes and deliver sublime services to citizens, students, and academic populations? If this sounds like you, then we have a home for you at Splunk! In this role you will be a trusted guide through the execution of sales plays and workshops for our SLED customers and prospects jointly with Splunk’s sales teams. In addition, you will build both sales assets for the field and marketing assets that help drive campaigns.

You will be a Splunk spokesperson, relied on and empowered to deliver thought-leading content at government and higher ed industry events, company conferences and with the press. A people person skilled at collaboration and executive engagement, you will partner with internal functions at Splunk such as Field Sales, Product Marketing, Partner/Channel, and Government Affairs to provide feedback from the voice of engaged executives and senior leaders.

An individual contributor, you will act as a liaison between various internal business units and the product management teams, helping to channel field sales needs and trends back to leadership. As a key contributor to evolving our Go to Market strategy, you will influence and shape strategic government programs, strategic partners and Splunk-based solutions and offerings, and drive increased industry engagement. You will provide high-touch sales support, thought leadership and subject matter expertise on business and technology strategies including but not limited to cloud-forward strategy, product area expansion, and new market plays/use cases. A deep understanding of Splunk’s business and the software industry will be critical along with strong sales instincts and customer-first mindset and behavior. .

RESPONSIBILITIES

• Establish credibility with the Sales and broader Go To Market organizations as a subject matter expert in SLED, providing incremental value to customer interactions.
• Evangelize relevant Splunk industry solutions internally with the field and externally with partners, up-leveling everyone’s knowledge of Splunk’s capabilities and value proposition to SLED organizations.
• Earn a seat at the table at the C-Level with customers by building trusted relationships and partnerships
• Customize new solutions tailored to vertical markets for our commercial customers to be relevant and applicable to SLED customers. Assist in building a set of supporting assets for the sales and marketing teams, including relevant and compelling messaging.
• Execute workshops, presentations and other meaningful engagements publicly at events including .conf, GovSummit, or similar venues like EDUCAUSE and NASCIO to help create, grow and accelerate opportunities to close.
• Drive solutions pipeline and adoption with existing customers and prospects as they relate to SLED-specific technology needs and trends.
• Assist the field in creating, growing, accelerating, and winning government business. This includes partnering with our GSIs, CSPs, MSPs on Splunk’s cloud forward partner strategy and amplifying success through a collaborative approach.

REQUIREMENTS

• Minimum of 5 years experience in an advisory, consulting, or sales role directly supporting SLED customers and partners . Passionate about driving mission success and digital transformation for government and higher ed agencies and organizations.
• Proven skill and experience with executive communications and public speaking to audiences of both technical and business/mission leaders
• Strong communicator with executive presentation skills and excellent ability to nurture relationships.
• Deep expertise with and understanding of the complexities of technology adoption and investments in SLED organizations, including but not limited to policy, acquisition, political, and operational nuances. Experience in their unique trends and standard methodologies, which you leverage to make sound recommendations on modern, disruptive technologies.
• History and reputation of delivering excellence in your work and references to back this up.
• Experience with system / solution sales within large Enterprise accounts.
• Success with development & refinement of multi-year adoption strategies & business cases that support digital transformational business imperatives.
• State/local civil service or experience at a higher education institution are strongly preferred
• Bachelor's Degree or equivalent experience, ideally in a public sector or government technology field.
• Experience using Splunk preferred.