Splunk Director, AMER & PBST Deal Strategy & Execution (US REMOTE) in Boston, Massachusetts
We are looking for a gifted communicator and business executive who can build consensus and motivate sales teams and customers to succeed. Leading a team of professionals consisting of deal strategists, contract negotiators, and business practices specialists, you will have an opportunity to influence and provide strategic guidance to field sales leadership, as well as various other business functions within Splunk (finance, legal, quoting operations, etc.). Lastly, you are a confident enterprising person that exhibits tact and persistence and brings dedication to the team.
You will lead a team responsible for Contracting (field education, field strategy, terms, negotiation), Deal Framework (field education, deal structure, revenue implications, customer negotiations, customer term, Order Document drafting) and Value Selling (RFx response, Go/No Go determination). In leading this team, you will be responsible for influencing the sales teams (leaders and contributors) while maintaining strong relationships with legal, revenue recognition and finance. Additional responsibilities will include:
Partner with the AMER & PBST General Manager as a trusted advisor and act as a single point of contact for sales facing deal strategy and execution support, including orchestration and remediation of all In-theater escalations
Create value and expediency for the field by serving as a Subject Matter Expert and coordination channel with corporate support organizations such as product management, legal and finance
Demonstrate creativity and determination to drive complex opportunities and increase overall sales productivity
Provide strategic mentorship and influence to sales leadership while driving adherence to established ethical, business, legal and financial principles
Negotiate favorable pricing and business terms with large, complex organizations balancing customer needs while being mindful of Splunk’s interests
Be a good corporate citizen – two-way flow of significant and timely information; work as a team for the most efficient use and deployment of resources ● Provide timely and insightful input back to other corporate functions
Partner with Global Field Enablement to advise and train the field on strategic use of contracting terms that lead to swift and effective structuring of cloud Software as a Service (SaaS) deals
Act as a thought leader and take ownership in development of programs contributing to global organizational advancement
Create unification within the organization with team calls, one-to-one’s and employee reviews
Develop and rollout proactive approach to supporting sales for the organization
10+ years experience in Best Practices, Deal Desk, Legal or equivalent, and influencing a sales team (leaders and individuals) on contract negotiations, successful sales practices, sophisticated selling, and ability to show value
5+ years experience building, running or serving as a key support stakeholder to front line sales facing teams; ability to grow and scale upward with the company; second line management experience a plus
5+ years experience with Public Sector sales or sales management experience including working with all types of partners, including resellers, distributors and system integrators
Experience selling enterprise software preferred
Successful experience and very comfortable in the “C” suite with a track record of negotiating six and seven figure software licensing transactions—going on sales calls w/sales reps, running calls.
Subject matter expert with strong understanding of legal and contractual terms in licensing, SaaS and cloud-based subscription contracting
Strong executive presence with the ability to negotiate at the executive level
Stakeholder management skills, ability to create collaborative and trusted relationships in a complex matrixed and cross-functional organization
Ability to coach and develop peers and leaders alike; serve as a strong manager who can develop a high-functioning team
Demonstrated capabilities in leadership, management, collaboration, partnership
Strong social, written and presentation skills
Ability to work effectively in an unstructured environment requiring new perspectives and creative approaches, and with multiple competing deadlines. Can adapt quickly to changes and possesses strong work ethic
Ability to be highly productive with minimal oversight from senior management
Thrives in a dynamic, fast-growing, rapidly growing environment
Strong stakeholder management skills, ability to create collaborative and trusted relationships in a complex matrixed and cross-functional organization
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!
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.
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.
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