Splunk is here to build a safer and more resilient digital world. The world’s leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it’s our people that make Splunk stand out as an amazing career destination and why we’ve won so many awards as a best place to work. If you become a Splunker, we want your whole, authentic self, what we call your “million data points”. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you.
Role Summary:
Want to make an impact and help us change the way companies make business decisions? If your answer is “Yes!”, We have a home for you at Splunk. Due to our expansive growth we are seeking outstanding people to join our team in our growing Digital Sales organization. ISRs are responsible for: crafting & implementing a territory specific pipeline creation plan, building larger deals and running smaller transactions full cycle.
Skills you can learn from this role:
- Deal Structuring & Closing | Learn how to run a deal. Understand the actions required for deal operations, how to network within an account and steps to intricately structure a deal for long term prosperity
- Deal Progression | Lead discovery calls beyond qualification & gain exposure into what steps to take to move a deal to the next stage
- Account Landscape | Identify the multitude of people involved in an enterprise purchasing decision & unify everyone to accomplish the goal by driving value based conversations
- Ecosystem Navigation | To prepare you for more sophisticated sales roles, learn how to pilot both Splunk’s ecosystem and our customer’s ecosystem. Identify the landmarks that need to be achieved on both sides of the relationship to ensure a successful project
What you’ll get to do:
- Run Small Deals | Lead & close deals full cycle and partner with field sellers to support larger deals. This is not a quota carrying position but you will have opportunities to run deals
- Ensure Customer Success | Using your research superpowers, you will find insights & evolve them into a meaningful approach
- Create Pipeline | Use ABM tactics to identify new contacts & craft a personalized campaign to create pipeline with a high conversion rate
- Strategic Selling | Focus on and grow closing skills, translating value, and discovery process
Must-have Qualifications:
- 3+ years of demonstrated ability selling or developing pipeline for SaaS solutions
- Located near one of our fun locations & have the ability to commute to our Splunk office 1-3x per quarter. This role does not offer relocation assistance
Nice-to-have Qualifications:
We’ve taken special care to separate the must-have qualifications from the nice-to-haves. “Nice-to-have” means just that: Nice. To. Have. So, don’t worry if you can’t check off every box. We’re not hiring a list of bullet points–we’re interested in the whole you.
- Proven success applying specific solutions to address customer challenges, and achieving desired outcomes; You holistically consider prospect needs to recommend specific products or services that will best address customer problems and concerns.
- Knowledgable of the customer buying process and experience deploying the core concepts of Land, Expand, Adopt, and Renew to drive revenue at previous organizations.
- You’re able to synthesize information gained during research and discovery to articulate value for customers.
- You’re adept at handling objections, and engaging in strategic discussions to close deals.
- Demonstrated adaptability to changing situations and priorities, thriving in an evolving and dynamic sales landscape.
- Curiosity and a passion for continuous learning, demonstrating a proactive approach to acquiring knowledge about products, industry, and customer needs.
- You have a customer-centric mentality; you’re focused on the customer’s need throughout the sales cycle.
- Strong resilience to handle rejection, overcome obstacles, and maintain a positive demeanor in a fast-paced sales environment.
- Ability to sense and understand emotions in order to connect with others on a deeper personal level; you empathize with your clients and prospects to understand their needs and motivations.
- Experience developing and implementing effective account planning strategies to identify key decision-makers, understand customer needs, and tailor sales approaches accordingly.
- Coachable demeanor; you’re willing to learn and implement new sales techniques.
- Excellent interpersonal skills; you’re great at establishing and maintaining relationships with customers and colleagues.
Splunk is an Equal Opportunity Employer
At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. 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.
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).
Canada – On Target Earnings: CAD 76,000.00 – 104,500.00 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.