Regional Sales Manager, Commercial

　　The world’s leading organisations trust Splunk (NASDAQ: SPLK) to help keep their digital systems secure and reliable. Splunk enables customers to use their data to unlock innovation, enhance security, and drive resilience across hybrid and multi-cloud environments. The world’s leading organisations trust Splunk to go from visibility to action - fast and at scale.

　　The Commercial RSM role combines direct sales acumen with an ability to work through a complex partner ecosystem - note that all sales will be completed through Partners. You anticipate how decisions are made, persistently explore and uncover the business needs of Splunk’s key clients, and understand how our range of product and program offerings can grow their business.

　　Splunkers are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, our customers, having fun and most importantly, to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

　　Role Details:

　　As a Commercial RSM you will grow a geographic-based business, in conjunction with our key partners operating in the territory, focussed on both net-new accounts and existing customers. You will use your organisation, sales and leadership skills to find, sell to and support both new and existing partners and customers in your geographic territory.

　　Responsibilities include expanding relationships with existing partners as well as recruiting and developing new ones. You will help enable and support partners, as well as making joint sales calls and closing deals. You will establish and deliver on sales plans and go-to-market strategies to grow revenue in accordance with quota targets.

　　This position is a field-based role to develop Splunk’s business in the territory, through managing and supporting the relationship with our most strategic partners, in conjunction with the Value Added Distributor. You will build a long-term strategic engagement with the Distributor and named partners, and become a trusted advisor to those parties.

　　Responsibilities:

　　You will meet/exceed assigned revenue goals in collaboration with Partner Sales Managers, Systems Engineers, Business Development Reps, Field Marketing and other members of your Splunk ecosystem. Specifically, you will:

　　Develop and execute on a partner-first sales strategy for your district, including sales and marketing campaigns aligned with relevant partners

　　Build and develop partner and customer relationships in your market through understanding customers’ needs, developing appropriate relationships, and communicating the business value of Splunk solutions

　　Develop, lead and run sales campaigns and motions, in conjunction with partners, to that build customer value and enable Multi-Year, Multi-Solution transactions.

　　Support Channel Partners in crafting and closing opportunities in new and existing customer accounts

　　Identify and follow up on leads & opportunities, perform deep discovery with qualified customers and lead the opportunity progression process

　　Accurately forecast opportunities based upon realistic assessments and consistently deliver against that forecast

　　Multiply your sales efforts through partner collaboration, and share your best practices and successes with the wider team

　　Requirements:

　　You have a strong track record in developing and growing a territory sales business, through successfully selling software and services, and building productive relationships with customers and partners. Specifically you:

　　Have a track record of developing a new territory and delivering strong results through local and virtual teams and orchestrating resources both internal and external resources

　　Have experience in selling enterprise software solutions (incl Security, Observability, Network, AI and general enterprise applications)

　　Successfully run multiple mid-market sales cycles from start to finish incl both direct and partner-led business

　　Have earned a strong reputation of exceeding sales quota (you are in the top cohort of your sales team/organisation)

　　Have successfully owned and delivered against a direct sales quota (not just an overlay or team quota)

　　Developed opportunities with net new and existing accounts, through prospecting and hunting processes and activities

　　Developed a repeatable sales method and process, aligned to company goals and methods, that has delivered personal sales success

　　Maintain high levels of motivation and professionalism

　　Demonstrate excellent verbal, communication and social skills

　　Display rational, logical and analytical thinking skills

　　Comfortable in technical discussions and have a passion for technology sales

　　Understand sales tools like Salesforce, Outreach, Cognism etc

　　Are able to effectively work independently, which also contributing to a team

　　Bring a growth mindset, with an ambition to improve how you work

　　Hold a bachelors degree preferred or equivalent experience

　　Proficient in speaking and writing in the local language

　　We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

　　Note:

　　OTE Range

　　For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

　　France

　　On Target Earnings: EUR 104,000.00 - 143,000.00 per year

　　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) range is a guideline and for candidates who receive an offer, the OTE will vary based on factors such as work location as set out above, 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 comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com .