Regional Sales Director

Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. 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. Come help organizations be their best, while you reach new heights with a team that has your back.

Role summary

We are seeking an outstanding Regional Sales Director to further develop and grow the business in the Eastern Europe and Adriatics This individual, based in Czech Republic, will play a key role in executing on some of the largest and most strategic deals to date, continuing the world class growth of Splunk at Strategic accounts and driving a significant share of revenue for Splunk.

We are looking for a true leader, a people person. Someone who demonstrates a clear ability to grow businesses, close sophisticated multi-million-dollar transactions while still understanding the need for constant pipeline generation and sustainable revenue flows. You will have done this before; experience, knowledge and ideas are a must.

What you'll get to do

Lead the Eastern Europe and Adriatics sales team, covering 16 countries. Account coverage includes Strategic International Organizations in various Industries and key public institutions.

Lead and coach a team up to 5 account managers, diverse in experience and abilities

Consistently overachieving the iACV target, by driving accuracy and predictability both in terms of forecast and business planning.

Ability to build a business partnership with supporting functions such as Sales Operations.

Ability to orchestrate and lead supporting functions, creating followership in the virtual team supporting the sales team. This includes Sales Engineers, Business Value Consultants, Product Advisory, Digital Sales, Marketing and Customer success.

Negotiate (and maintain) favorable pricing and business terms with Strategic enterprises by coaching the team to sell on value.

Work with channel and technology partners, including new channel development, for maximum effectiveness, scale and delivery.

Leverage and manage technical services and partner resources to maximum effect.

Coach the team and be hands-on where appropriate; build team ethos; direct Strategic Account strategy, account planning, and sales processes.

Conduct regular sales and forecast calls with the team, and with management. Forecast accuracy is a must and primary performance metric.

Build a pipeline of talent and hire the right people to match culture, methodologies and company growth.

Use our sales methodology (MEDDPICC focused on Value Based Selling and Pain Chains) and processes effectively.

Understand how to leverage colleagues to expand deal size and business value to the customer.

Act as a good corporate citizen – use communication skills to ensure two-way flow of relevant and timely information; lead and inspire the team.

Provide timely and insightful input to other corporate activities, particularly product management, marketing and Strategic accounts.

Must-have Qualifications

Extensive experience in building and running front line Strategic Account teams; ability and desire to grow and scale upward with the company.

Experience in direct and channel selling to Strategic Accounts.

Have an existing wide network of contacts in specific industries and or Enterprise accounts and demonstrate ability to grow a network.

Comfortable working with C-level and senior executives in Strategic Accounts.

Track record of closing six, seven and eight figure TCV software licensing deals.

Understanding, experience and expertise in pipeline generation and management in a high paced environment.

Strong executive presence, bearing and polish.

Ability to maintain an accurate sales forecast, deliver on commitments and drive new business.

Exceptional management, interpersonal, written and presentation skills; all-round exceptional communicator.

Thrives in a fast-paced, rapidly changing environment.

Able to work independently and remotely, yet maintain management and leadership of your team, and close contact with superiors.

Relevant software industry experience in IT systems, enterprise or infrastructure management.

Ability to effectively use CRM systems (Salesforce).

Strong communication skills, fluent in English

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.