Global Observability Strategist

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 domain expertise to drive execution and incubate new and emerging Security, IT and DevOps use-cases and solutions.  Over time, Global Strategists will transition successful incubation-stage use cases and solutions to in-theater Prime RSM, 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 an Observability Strategist, you will be one of a small team of domain “black belts” in Observability that will reside in, and execute closely with, theater partners in AMER, EMEA, and APAC, and report up through the Global GTM organization. You will be responsible for driving the execution, adoption and success metrics for emerging and incubation-stage Observability use-cases and solutions for your assigned theater and region, while also fulfilling global responsibilities to help evangelize and advance the Splunk Observability 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.

This is a hands-on role that requires the ability to execute the aforementioned incubation-stage use cases, with the goal of making the motions repeatable and eventually scaling them to be executed by the broader Splunk field team over time.

Responsibilities

Global 

• Develop and refine emerging information observability use-cases for Splunk products that reflect priority customer challenges, market trends, the evolving observability 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 monitoring & Observability use-cases and solutions.
• Represent Splunk Observability internally as a GTM stakeholder in product roadmap, NPI, product release planning, customer initiative development in strategic growth areas for our customers and our business in observability. 
• Evangelize Splunk Observability’s vision, strategy and roadmap at industry events, conferences like Kubecon and AWS Reinvent, and EBC calls with global customers and partners.
• Mentor Observability talent, both within our team and across the technical sales organization at Splunk as we look to continue to increase and expand the profile of observability. 

Theater/Region

• Help execute theater and 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 technical sales leaders in your assigned theater/region to advance, mentor, and measure the development of observability pre-sales professionals in your region.
• Evangelize Splunk Observability’s vision, strategy and roadmap at regional industry events like Splunk .conf Go, local DevOps Days, and with customers and partners in your region.
• Develop and deliver discovery, positioning, customer requirement and demos 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 in your region by mapping Splunk’s unique capabilities to customers’ requirements.

Qualifications

• 5+ years of customer-facing roles in enterprise sales - experience selling and working with pure SaaS solutions in multi-tenant architectures in a technical sales, product or practitioner experience in the IT & Observability industry.
• 5+ years of industry observability domain expertise and experience including:
• Experience working in an engineering/software development environment with knowledge of current programming languages including Java, Python, PHP, .NET, Ruby, Node.js, Go, etc.
• Experience positioning solutions relevant to cloud architectures including containers or microservices on the AWS, GCP, and Azure platforms where you are certified or eager to become certified
• Familiarity with common industry monitoring frameworks like Four Golden Signals, LETS, DORA, MTTx, etc.
• Familiarity with common observability products, data sources, data collector and instrumentation like Open Telemetry, and their use for basic and advanced detection methods, including cloud-based data sources
• Familiarity with competing monitoring and observability technologies such as AppDynamics, Datadog, New Relic, Honeycomb, and Grafana is a real advantage in this role, as well as complementary DevOps and ITOps technologies
• Strong executive-level presence and polish, both internally and externally
• Experience in participating within complex observability enterprise sales cycles, preferably in a new/emerging market or with a new/emerging product- tailoring messaging up and down a customer org chart by persona.
• Ability to communicate concisely and accurately with no fear of public speaking to audiences large and small
• Self-starter who is passionate about technology and the cloud space
• Ability to work remotely with a minimum of daily supervision and across multiple time zones 
• Demonstrated ability to work within cross-functional teams tasked with full sales lifecycle support
• Portfolio of public-facing materials: whitepapers, blogs, presentations, or training that you have authored communicating technical concepts.
• Bachelor’s degree in technical field required. 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 is eligible for benefits, and 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

Thank you for your interest in Splunk!