Account Executive - Splunk FRENCH North West Central Africa

Overview

Account Executive, Splunk

• This role Influences and drives strategic decisions within Splunk customer’s buying center by leveraging 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.
• Maintains 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.
• Owns the legal goal, creates and manages quality pipeline, develops business, negotiates, and closes the deal.
• Builds the sales funnel through opportunity prospecting, develops and owns opportunities through to sales completion to achieve revenue goals.
• Analyses data and creates forecasts to set weekly, monthly, and quarterly sales commitments.
• Conducts business and technical evaluations to ensure proposals meet customers’ business objectives.
• Identifies new land opportunities, develops proposals, and creates account plans.
• Closely monitors cybersecurity and observability trends, market dynamics, and competitive landscapes
• Specialization and Focus - Specialist in Splunk solutions, services, and products
• Customer Engagement and Accountability - Primary influencer. Oversees overall customer strategy, value, and relationship. Develops deep understanding of customer business risk and opportunities to ensure value realization
• The Internal Sales Process - All deal stages. Spends 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)

• Manage North West Africa Region

• Orchestrates multi-faceted, highly complex deal cycles, often involving multiple stakeholders with significant incremental revenue growth
• Typically prospects new deals with C-suite, buyers, executives at all levels
• Cultivates expert knowledge of the security, observability and cloud/SaaS market knowledge, advising customers on lifecycle adoption and alignment with customer strategic initiatives
• Anticipates evolving customer needs, leveraging specialized knowledge of customer business models, industry trends, and value drivers
• Applies competitor and customer insights to build effective account strategy and relationship map
• Identifies and interprets shifts in the security and observability competitive landscape (including competitor insights) to provide strategic recommendations to internal and external stakeholders
• Leads executive-level engagements by championing innovative, customer-first strategies that drive business transformation and long-term value realization
• Expertly navigates commercial, legal, and technical requirements and risks to realize business value
• Leads negotiations with a consultative approach by balancing competitive pricing, service levels, and contractual commitments to secure customer-first agreements
• Reviews, prioritizes, and aligns customer needs and Splunk portfolio strategy to drive significant incremental annual contract value
• Leads Splunk account planning and leverages innovative channels to identify new consumption options within Splunk while mitigating risk
• Demonstrates deep technical comprehension of technical solutions and their long-term value/ROI in customer context
• Integrates CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization
• Partners with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement
• Champions GTM-wide collaboration that influences Splunk and customer organizations

Essential