Observability Advisor (m/f/d)
Observability Advisor
Job Description:
The Observability Advisor role will be instrumental in growing Splunk’s Observability business and expanding the number of multi-product customers. This role will be the GTM domain expert for Splunk’s ITOps/Observability solutions supporting the execution of field activities around premium products & helping drive product area expansion at the theater level.
This exciting and strategic role will require a highly knowledgeable individual to engage and influence prospects and existing Splunk customers to increase portfolio usage, enhance deal sizes & expand the customer base via new solutions and/or use case expansion.
Responsibilities:
- Partner with AVPs and their respected teams to develop GTM strategies, account and sales plans for customers to increase the mix of products and capabilities related to Observability
- Interlock and work with the Global Observability Strategists to help identify, define and promote repeatable PA use cases and execute on the GTM strategy
- Assist Sellers by providing expertise and guidance around the ITOps/Observability portfolio of solutions.
- Advise theater sales leadership (i.e., Group Vice Presidents/Area Vice Presidents) on GTM account/execution progress, competitive trends, and partner ecosystem developments.
- Thought leadership, provide content for and speak at customer and partner meetings and events
- Advise on GTM campaigns, target personas and personalized messaging
- Understand and help identify the ITOps/Observability competitive landscape within accounts and collaborate with account teams and Global Strategists to develop competitive positioning tactics.
- Be the point of liaison for Observability solution area information sharing amongst theater and global resources.
Requirements:
- 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
- Prior Observability Solutions selling
- Practitioner expertise with IT Operations, Observability capabilities is a plus
- Demonstrate deep understanding of industry & competitive trends in the one or more of the IT Operations or observability markets.
- Comfortable enabling others with your domain and solution sales knowledge.
- Thrives in a transparent, dynamic and disruptive team environment
- Able to work independently and remotely with other members of your team and corporate functions
- Be able to demonstrate a consistent track record of use-case positioning with a “C” suite audience, supporting large and complex customer deployment decisions.
- Strong executive presence and communication skills. Proven to be able to hold strategic and executive relationships with key personae in Observability domains.
- Strong ability to analyze sales trends as well as market and competitive activity/insights to synthesize strategies to grow sales, customer success or create solution cross-sell or up-sell motions.
- Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
- Familiarity with & comfortable using value based selling tools, account-targeting strategies, and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is a plus.
- Travel up to 25 - 50% of time, depending on the region
Compensation:
- This role will not carry quota; however this will be an MBO-based sales incentive plan with targets aligned to individual KPIs and overall theater targets for ITOps/Observability goals.
We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer. 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.
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About Splunk
Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone. Machine data is one of the fastest growing and most complex areas of big data—generated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.
Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data. IT insights. Security insights. Business insights. It’s what we call Operational Intelligence.
Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world. These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs. Innovation is in our DNA – from technology to the way we do business. Splunk is the platform for Operational Intelligence!
Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.
We’ve built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software. We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.
Benefits & Perks: Wow! This is really cool!
SF Only
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer, “Fun Fridays”.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Non SF
Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave. Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy. You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQ’s, soccer and “Fun Fridays”.
This isn’t a job – it’s a life changer – are you ready?
Individuals seeking employment at Splunk are considered without regards 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 (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.
Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.
Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to [email protected]. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.
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