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.

Your Impact

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 comprehension of technical solutions and their long-term value/return on investment in customer context

• Integrate CRM data with business intelligence tools to develop scalable operational frameworks for sales process optimization and tool utilization

• Partner with other account executive resources to provide insights to Rev Ops, finance, legal, and procurement teams for cross-functional workflow enhancement

• Champion GTM-wide collaboration that influences Splunk and customer organizations

Minimum Qualifications

• Bachelor’s degree plus 5 years of related experience

• Experience with SaaS, cloud, cybersecurity, and observability markets

• Fluent in English and Spanish

Preferred Qualifications

• Specialization and Focus - Specialist in Splunk solutions, services, and products

• Caribbean Territory Experience

• Experience handling complex sales cycles and driving revenue growth

• Experienced knowledge of the security, observability and cloud/SaaS market knowledge

• Skilled in both customer retention and new business acquisition, with a focus on driving Splunk solution adoption and expanding the client base

• Ability to influence and ability to drive decisions within customer buying centers

• Collaboration skills to align with GTM processes, tools, and methodologies

• Understanding of competitive landscapes and market dynamics

• Experience in developing and managing sales pipelines and forecasts

• Capacity to travel 50% of the time

Why Cisco? 

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

We are Cisco, and our power starts with you.