Job Information
Splunk Area Vice President, Federal Civilian in VA, United States
Area Vice President, Federal Civilian
A little about us. Splunk is here to build a safer and more resilient digital world. We’re proud to say that we’re the key to enterprise resilience for more than 11,000 enterprise organizations that use our Unified Security and Observability Platform to keep their systems secure and reliable. We’re also especially proud of our award-winning (https://www.splunk.com/en_us/about-splunk/awards.) culture and our regular appearance on those “Best Places to Work” lists.
If you end up joining us, we’ll only ask you one thing: bring your whole, authentic self, what we call your million data points (https://www.splunk.com/en_us/resources/videos/a-million-data-pointssplunkers-share-their-stories.html) . 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. Because when you feel free to be you, it makes it a lot easier for us to be us.
The Opportunity
We are seeking an extraordinary sales leader to join our team as Area Vice President, Civilian Federal Sales out of our McLean office. In addition to requisite passion, skills, and experience, you will have a consistent track record of exceeding revenue targets and proven expertise in building and leading high performing sales organizations. You will play a key role driving a significant share of revenue for Splunk, are you up for the challenge?
What we are looking for:
An individual that has success hiring and developing high performing Federal Sales teams.
Success adapting in fast-growing and changing environments.
Strong influencer at (C-suite) executive level and addressing key business issues.
Success orchestrating and aligning decision makers around a common objective.
Responsibilities
Directly lead the sales directors/leaders covering the Civilian segments of the federal government and work closely with assigned technical resources and other functional teams.
Consistently deliver software license revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
Review the activities and performance of staff under supervision, setting expectations and providing mentorship and direction as needed; ensure that managers do the same for their staff.
Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
Effectively manage segments by considering all accounts collectively; establish accurate account plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results.
Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region.
Develop & lead integrated campaigns with marketing, channel, BD and customer success teams to drive pipeline growth. Monitor results and adjust strategies as needed.
Unearth customer insights, define value proposition, determine appropriate sales and marketing strategy to improve growth objectives.
Maintain market and competitor intelligence and develop strategies to maintain the Company’s competitiveness.
Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to build a seamless customer experience.
Use CR, analytics and reporting systems (Salesforce) extensively.
Requirements
10+ years leading federal sales teams; or equivalent experience
Second or third line sales management experience required.
5+ years selling software or SaaS based solutions to the Civilian community.
Relevant software industry expertise in any of the following: IT systems, enterprise or infrastructure management, application development and management, cyber security, business applications and/or analytics. Experience with cloud / SaaS solutions is a huge plus.
Proven history of consistently meeting/exceeding sales quotas personally and as a sales leader.
Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations.
Education
Minimum of a Bachelor's degree or equivalent job experience
Must currently be authorized to work in the United States on a full time basis
Please see information regarding Splunk’s US Benefits (https://splunkbenefits.com/us) and meet our Splunk Leadership (https://www.splunk.com/en_us/about-splunk/leadership.html) .
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.
Note:
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: $344,000.00 - 473,000.00 per year
California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states.
On Target Earnings: $328,000.00 - 451,000.00 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 pay 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 competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com .