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Title: Regional Sales Manager - Commercial

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

Are you passionate about technology and making your customers successful, and do you have the ability to articulate the value and return on investment of an enterprise solution across multiple decision-makers? If yes, this could be the role for you!

We are seeking a hardworking sales professional to drive revenue growth and grow a geo-based territory business with an account set of existing customers and new prospects. You will work with business partners to create compelling solutions, drive local reach and enable a high degree of transactional velocity

Regional Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Splunk.

We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. The work you’ll do will directly impact the experience of our customers

What you'll get to do

+ Responsible for selling Splunk's products and services, developing new accounts, and growing existing accounts.

+ Develop and implement strategic sales plans to achieve or exceed sales targets within the assigned region.

+ Identify and prospect potential customers, including conducting market research and cold calling, to generate new business opportunities.

+ Build and maintain strong relationships with existing customers to drive account expansion and increase customer loyalty.

+ Conduct account planning and territory planning to effectively prioritize and lead sales activities.

+ Understand the customer journey and provide insights to improve the sales process and customer engagement.

+ Support Channel Partners to create net new customer opportunities and upgrade/expansion opportunities in customer accounts.

+ Provide accurate sales forecasts and contribute to the development of sales strategies.

+ Responsible for the business by building and developing account relationships through personalized contact, understanding of account’s needs, and ability to communicate the value of Splunk Solutions

Must-have Qualifications

+ 3+ years of SaaS sales experience, which includes experience in a discrete quota carrying role, ISR role, or similar role

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.

+ An understanding of how Splunk products and services solve customer problems.

+ Experience in running the entire sales cycle from start to finish and being responsible for your own quota or have built new revenue streams with accounts.

+ Intermediate level understanding of consultative or solution selling techniques, such as MEDDPICC or Value Selling.

+ Proficiency in account planning, territory planning, and accurate forecasting.

+ Experience with solution selling background in SaaS and resolving a wide range of issues in creative ways.

+ Proven success in an Inside Sales Representative or equivalent level role.

+ Excellent verbal and non-verbal communication, presentation and social skills.

+ Strong negotiation and communication skills, both verbal and written.

+ Excellent presentation skills with the ability to effectively convey the value proposition of our products or services to customers.

+ Demonstrated ability to build and maintain relationships with key stakeholders.

+ Self-motivated, goal-oriented, and able to work independently as well as part of a team.

Splunk is an Equal Opportunity Employer

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

On Target Earnings Range: $130,500 - $159,500

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter. Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.