Security Strategist - Go to Market (GTM)

Job Description

Security GTM Specialist

Role

The primary function of the GTM Strategy & Specialization organization is to unify, advance and expand the value of the Splunk portfolio by providing deep technical and domain expertise to incubate new and emerging Security, IT and DevOps use-cases and solutions. The Global Strategists are technical and domain security subject matter experts at Splunk. Their purpose is to identify and incubate emerging and strategic use-cases and solutions that will unify, advance and expand the value of security use-cases for our customers. Over time, Global Strategists will transition successful incubation-stage use-cases and solutions into in-theater Sales Engineer and Solution Architect competencies and roles, while they will continue to focus on what’s new and what’s next to stay ahead of customer, market and technology trends. As a Global Security Strategist, you will be one of a small team of technical and domain subject matter experts in security that will reside in and work closely with theater partners but report up through the Global organization. You will be responsible for driving adoption and success metrics for emerging and incubation-stage security use-cases and solutions for your assigned theater and region, while also fulfilling global responsibilities to help evangelize and advance the Splunk Security brand, product and GTM strategy. Both the global and theater aspects of your role will require you to interface cross-functionally at both theater and global levels for sales, technical sales, customer success, partners, product marketing and product management.

Responsibilities

• Develop and refine emerging security use-cases for Splunk products that reflect priority customer challenges, market trends, the evolving threat landscape and unique business opportunities.
• Be a member of tiger teams to develop and test new maturity models, white papers, programs, workshops, demos, POVs, enablement content, and thought leadership content to showcase and accelerate adoption of emerging information security use-cases and solutions.
• Represent Splunk Security internally as a security GTM stakeholder in product roadmap, launch planning, customer initiative development in strategic growth areas for our customers and our business in security.
• Evangelize Splunk Security vision, strategy and roadmap at industry events and with global customers and partners.
• Mentor security talent both within our team and across the SE and solution architect community at Splunk as we look to continue to increase and expand the profile of security.
• Partner with the Security Advisors and Solutions Architects to localize global content and strategy to region-specific sales plays, enablement content, account targeting strategies and channel strategies for incubation-stage use-cases and solutions with the in-theater technical sales and sales teams.
• Work with sales and technical sales leaders in your assigned theater/region to advance, mentor, and measure the development of readiness for new and emerging use-cases and solutions in your region.
• Evangelize Splunk Security vision, strategy and roadmap at theater/regional industry events and with customers and partners in your region.
• Develop and deliver demos or POV’s for incubation-stage solutions for customers and gather feedback and develop referenceable relationships to inform repeatability and GTM fit.
• Provide expert-level technical domain and product guidance for all Splunk offerings to the account teams and high-value customers in your region.

Qualifications

• 7+ years of technical sales, product or practitioner experience in the security industry.
• Demonstrated ability to work within cross-functional teams tasked with full lifecycle support.
• Familiarity with common security data sources and their use for monitoring, detection and response use-cases.
• Familiarity with common security operations personas, processes, use-cases and products.
• Familiarity with common industry frameworks like ATT&CK, CIS20, LMKC, OTel, SLOs/SLAs/SLIs, LETS, DORA etc
• Ability to communicate concisely and accurately with no fear of public speaking to audiences large and small.
• Experience in participating within complex sales cycles up and down a customer org chart.
• Experience with multi-cloud / hybrid cloud.
• Portfolio of public-facing materials: whitepapers, blogs, presentations, trainings that you have authored.
• Bachelor’s degree in something related to technology, Masters or equivalent a plus.

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.

Note: Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) ranges are guidelines and for candidates who receive an offer, the OTE pay will vary based on factors such as work location as set out below, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off, an ESPP and much more! Learn more about our comprehensive benefits and wellbeing offering here.

OTE Pay Ranges

For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans).

SF Bay Area, Seattle Metro, and New York City Metro Area

On Target Earnings: $280,000.00 - 385,000.00 per year

California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.

On Target Earnings: $268,000.00 - 368,500.00 per year