Regional Sales Manager - Systems Integrators Pub Sec Federal - REMOTE

Job Description

Join us as we pursue our dynamic 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.

The role

We are seeking a self-starter to lead and own revenue generation for Sell-To and for Aerospace and Defense Integrators revenue to Department of Defense (DoD) customers in one of our largest Systems Integrators (SI). The role requires a teammate with focus on growing awareness and adoption of services by engaging with partners directly to reinvent their IT strategy and mode of mission delivery by adopting and delivering cloud computing solutions for DoD mission programs.

As an Account Manager within the Aerospace and Defense Region, you will have the exciting opportunity to drive the growth and shape the future of an emerging technology in one of our most critical accounts. Your broad responsibilities will include developing and leading a consultative sales approach that best supports your customers as they serve the DoD. You will drive business and technical relationships and launch customers at a rapid rate by helping to define, identify, and pursue key cloud related opportunities. This includes figuring out most effective Go-To-Market strategies, and collaborating with the commercial 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 SI's and the Aerospace and Defense's mission and the environment. You will possess a business background that enables them to drive an engagement at an executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions.

Responsibilities:

• Build regional strategic marketing plans aligned to regional sales priorities and revenue targets
• Drive revenue and market share within the A&D business unit.
• Maintain an accurate and robust pipeline and forecast of business opportunities.
• Identify specific prospects/partners/channels to nurture while communicating the specific value proposition for their business and use case.
• Serve as a key member of the A&D team in helping to drive adoption of the overall SI’s market and technical strategy.
• Understand the technical considerations and certifications specific to client.
• Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
• Work closely with the customer base to ensure they are successful using Splunk products and services, making sure they have the technical resources required.
• 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 complex contract negotiations and liaison with the legal group.
• Accelerate customer adoption and customer happiness

Requirements:

• Minimum of 5 years of enterprise sales and/or program/product management experience with a focus on US A&D Customers
• 5 years proven experience selling enterprise software, hardware, networking infrastructure, managed hosting services or cloud computing services.
• Minimum of 2 years of experience selling to a US Federal Systems Integrator.
• 1+ years of direct field experience in working with enterprise accounts, particularly in the A&D SI community.
• Solid Technical background in software applications, networking, big data analytic tools, web app development, etc.
• Track record of exceeding quota
• Direct experience selling to Aerospace and Defense
• Direct experience in running sell-to revenue for a Federal Systems Integrator
• Strong verbal and written communications skills
• Extensive customer network
• Security clearance a plus
• Meets/exceeds Lockheed's leadership principles requirements for this role
• Meets/exceeds Lockheed's functional/technical depth and complexity
• 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

We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. Qualified applicants receive consideration for employment without regard 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, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws.

We consider qualified applicants with criminal histories, consistent with legal requirements.