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Director – AMER & PBST Deal Strategy & Execution
US Remote
Posted on 11/9/2022
Brookhaven, GA, USA • Los Angeles, CA, USA • Tampa, FL, USA • Dallas, TX...
Experience Level
Desired Skills
  • 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
  • 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

5,001-10,000 employees

Data management & visualization platform
Company Overview
Splunk's mission is to address the challenges and opportunities of managing massive streams of machine-generated big data. Splunk is the leading software platform for machine data that enables customers to gain real-time Operational Intelligence.
  • Medical, dental and vision insurance plans for regular, full-time U.S. employees — choose the best plans for you and your family. Plus: Health Savings Account (HSA), Life insurance and survivor benefits, Flexible Spending Accounts (FSA), Business travel and accident insurance, Voluntary Critical Illness & Hospital Indemnity
  • Eligible employees enjoy: 401(k) Plan with a company match, Employee Stock Purchase Plan (ESPP), Equity awards, Bonus or commission program
  • We support you and your family: Paid parental leave, Mother rooms and wellness rooms, Family Planning
  • Your work/life balance is important to us, that's why we offer: 16 company holidays, 15 vacation days, 10 sick days, 10 bereavement days, 5 volunteer days
  • Ensuring our employees' success goes beyond insurance plans: Education reimbursement, Electric car charging stations, Employee Assistance Program (EAP), Stocked kitchens, Gym discounts/onsite fitness centers, Pet insurance discount, Student loan resources, Cool workspace with collaborative environments, 529 College Savings Plan
Company Core Values
  • Innovative: We’re passionate about our customer success. We keep our energy laser-focused on giving our customers the best possible and most trustworthy experience, driven ultimately by integrity. After all, we’d be nothing without them.
  • Open: We never stop learning or striving to create a positive impact. The work we do matters. We innovate at warp speed to disrupt the world's notion of what’s possible.
  • Disruptive: We are humble and value openness and honesty. We speak our truths mindfully and in consideration of others. Candor is cool - respect is required.
  • Fun: We embrace the ride (preferably in a Splunk t-shirt). We take our work seriously, but not ourselves. We weave an irreverent and infectious sense of fun into everything we do.
  • Passionate: We cultivate an inclusive environment where all backgrounds are celebrated. Striving for equity and embracing our individual uniqueness is our secret sauce. And it will only make us stronger.
  • #WeAreSplunk: We represent many functions and regions but are one team. We value each other's efforts and moonshot ideas. And we celebrate highs, and learn from lows, together. We trust and rely on each other. Remember: There’s no “I” in Splunk.