Leader, Sales – Splunk

We are seeking an outstanding Sales Director to further develop and grow the business in the UK & Ireland. This individual will play a key role in executing on some of the largest and most strategic deals to date, continuing the world class growth of Splunk at Strategic accounts and driving a significant share of revenue for Splunk.

What you’ll get to do!

• Lead the UK Enterprise sales team.
• Account coverage includes Strategic International Organizations in various Industries.
• Lead and coach a team up to 7 Account managers, diverse in experience and abilities.
• Consistently overachieve the iACV target, by driving accuracy and predictability both in terms of forecast and business planning.
• Build a business partnership with supporting functions such as Sales Operations.
• Orchestrate and lead supporting functions, creating followership in the virtual team supporting the sales team. This includes Sales Engineers, Business Value Consultants, Product Advisory, Digital Sales, Marketing and Customer success.
• Negotiate (and maintain) favorable pricing and business terms with Strategic enterprises by coaching the team to sell on value.
• Work with channel and technology partners for maximum effectiveness, scale and delivery.
• Leverage and manage technical services and partner resources to maximum effect.
• Coach the team and be hands‑on where appropriate; build team ethos; direct Strategic Account strategy, account planning, and sales processes.
• Conduct regular sales and forecast calls with the team, and with management.
• Forecast accuracy is a must and primary performance metric.
• Build a pipeline of talent and hire the right people to match culture, methodologies and company growth.
• Use our sales methodology (MEDDPICC focused on Value Based Selling and Pain Chains) and processes effectively.
• Understand how to leverage colleagues to expand deal size and business value to the customer.
• Act as a good corporate citizen – use communication skills to ensure two‑way flow of relevant and timely information; lead and inspire the team.
• Provide timely and insightful input to other corporate activities, particularly product management, marketing and Strategic accounts.

Must‑have Qualifications

• Extensive experience in building and running front line Strategic Account teams; ability and desire to grow and scale upward with the company.
• Experience in direct and channel selling to Strategic Accounts.
• Have an existing wide network of contacts in specific industries and/or Enterprise accounts and demonstrate ability to grow a network.
• Comfortable working with C‑level and senior executives in Strategic Accounts.
• Track record of closing six, seven and eight figure TCV software licensing deals.
• Understanding, experience and expertise in pipeline generation and management in a high‑paced environment.
• Strong executive presence, bearing and polish.
• Ability to maintain an accurate sales forecast, deliver on commitments and drive new business.
• Exceptional management, interpersonal, written and presentation skills; all‑round exceptional communicator.
• Thrives in a fast‑paced, rapidly changing environment.
• Able to work independently and remotely, yet maintain management and leadership of your team, and close contact with superiors.
• Relevant software industry experience in IT systems, enterprise or infrastructure management.
• Ability to effectively use CRM systems (Salesforce).

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