Observability Advisor

Job Description

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.

Our team is making a difference in the monitoring and Observability space, and we’re looking for energetic, talented professionals to join our growing team. Splunk has recently been named Gartner Magic Quadrant visionary within the Application Performance Management (APM) category so there has never been a better time to join our team!

We are hiring a Observability Advisor to join our team in Hong Kong. This position is responsible for selling Splunk Observability Solutions in a set territory. This is a MBO-based sales incentive plan role with targets aligned to individual KPIs and overall territory targets for Observability goals. which will be responsible for driving new logo acquisition as well as expanding existing customer portfolios by demonstrating the value of the solution. You will have a strong ability to articulate complex solutions, build and maintain executive-level relationships, navigate across customer organizations/business units, and drive revenue growth.

Responsibilities

• Partner with leadership to develop GTM strategies, account and sales plans for customers to increase the mix of products and capabilities related to Observability
• Land, adopt, expand, and deepen sales opportunities together with account team by providing expertise and guidance around the Observability portfolio of solutions.
• Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
• Expand relationships and orchestrate complex deals across more diverse business stake-holders.
• Holistically embrace, access, and utilize the channel to identify and open new, unchartered opportunities.
• Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions
• Responsible for forecasting, keeps management informed in a timely fashion, gathers intelligence on competitor activity, and gives feedback to marketing.
• Track customer activity in internal systems in order to execute sales strategy and identify additional opportunities.
• Advise leadership on GTM account/execution progress, competitive trends, and partner ecosystem developments.
• Understand and help identify the Observability competitive landscape within accounts and collaborate with account teams and Global Strategists to develop competitive positioning tactics.
• Provide customer demos and/or product training as necessary.
• Accountable for individual expense budget management.

Qualifications

• 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
• Prior Observability Solutions selling
• Practitioner expertise with IT Operations, Observability capabilities is a plus
• Demonstrate deep understanding of industry & competitive trends in the one or more of the IT Operations or observability markets.
• Comfortable enabling others with your domain and solution sales knowledge.
• Thrives in a transparent, dynamic and disruptive team environment
• Able to work independently and remotely with other members of your team and corporatefunctions
• Be able to demonstrate a consistent track record of use-case positioning with a “C” suite audience, supporting large and complex customer deployment decisions.
• Strong executive presence and communication skills. Proven to be able to hold strategic and executive relationships with key personae in Observability domains.
• Strong ability to analyze sales trends as well as market and competitive activity/insights to synthesize strategies to grow sales, customer success or create solution cross-sell or up-sell motions.
• Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
• Familiarity with & comfortable using value based selling tools, account-targeting strategies, and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is a plus.
• Travel up to 25 - 50% of time, depending on the region

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.