Account Executive - Splunk

This role can be performed   in   Costa Rica Hybrid Meet the Team The Splunk Account Executive team drives strategic decisions within the Splunk customer’s buying center by applying expertise in SaaS, cloud, cybersecurity, and observability market insights! This team aligns and integrates Splunk products, services, and solutions with customers’ strategic goals, fueling incremental and recurring revenue growth. Comprised of specialists with deep knowledge of Splunk’s portfolio, the team operates with a collaborative and customer-focused vibe. What’s exciting is their role in shaping digital resilience and innovation through multi-faceted, complex deal cycles involving executive-level engagements.

Influence and drive strategic decisions within Splunk customer’s buying center by using SaaS and cloud expertise with cybersecurity and observability competitor and market insights! Serves as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers’ strategic goals and needs, driving incremental revenue growth and recurring revenue. Maintain a comprehensive understanding of Splunk’s products, services, and solutions. Liaises with other portfolio sellers to ensure adherence and alignment to GTM processes, tools, and methodologies. Responsible for the legal goal, build and manage quality pipeline, develop business, negotiate, and closes the deal. Build the sales funnel through opportunity prospecting, develop and owns opportunities through to sales completion to achieve revenue goals. Analyse data and compose forecasts to set weekly, monthly, and quarterly sales commitments. Conduct business and technical evaluations to ensure proposals meet customers’ business objectives. Identify new land opportunities, develop proposals, and create account plans. Closely monitor cybersecurity and observability trends, market dynamics, and competitive landscapes Customer Engagement and Accountability - Primary influencer. Oversee overall customer strategy, value, and relationship. Develop deep understanding of customer business risk and opportunities to ensure value realization The Internal Sales Process - All deal stages. Spend most of the time between prospect/qualification and proposal of the deal Corporate Interlock - Low corporate interlock Typical Sales Cycle - Medium Sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP) Success Measures - Sustained Splunk portfolio growth, account growth, account retention, incremental annual contract value (IACV) Orchestrate multi-faceted, highly sophisticated deal cycles, often involving multiple stakeholders Typically prospects new deals with C-suite, buyers, executives at all levels Anticipate evolving customer needs, using specialized knowledge of customer business models, industry trends, and value drivers Apply competitor and customer insights to build effective account strategy and relationship map Identify and interpret shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders Lead executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization Expertly navigate commercial, legal, and technical requirements and risks to realize business value Lead negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements Review, prioritize, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value Lead Splunk account planning and leverage innovative channels to identify new consumption options within Splunk while mitigating risk Demonstrate deep technical