Sales Business Development Manager (Remote)

Cisco is a leading technology company revolutionizing how data and infrastructure connect and protect organizations. They are seeking a Sales Business Development Manager who will lead the sales team in selling Splunk Cloud solutions, ensuring customer success and driving revenue growth.

Responsibilities:

• Be an overall Splunk Cloud selling resource for sales team members to help them position, build, mature and close Cloud business. Provide them with expert guidance to better qualify, understand customer problems/use cases to best position Splunk Cloud to meet the customers’ requirements. Present to customers on the value of Splunk Cloud, the value of workload pricing, and the benefits of choosing the Splunk Cloud platform to support a customer's current state and future growth
• Help position, structure, guide and review sales proposals to ensure they are correct and aligned with discount quality and overall Best Practices for selling Splunk Cloud
• Proactively find opportunities to drive cloud incremental revenue and work with Sales Leadership to prioritize and implement programs to close deals
• Identify obstacles to successful Cloud selling, develop and implement programs to remove them
• Participate and position upgrade discussions or expansion opportunities with customers to align with cloud architect protocols
• Communicate to Splunk leadership observations from the Field that may help change or adjust overall strategy. Participate in business and strategy planning meetings with leadership
• Participate in regular schedule Strategic Deals Reviews to support Cloud opportunities and explore how Cloud can be used to gain competitive advantage and to win other opportunities as well
• Manage Customer Overage Reports and assist Account Teams with execution of overage plays
• Deliver regular education sessions to the sales teams that will make it natural for them to sell Cloud in a way that accelerates sales cycles, deal sizes, customer success and ensures good business
• Understand and use the TCO and Interactive Value Assessment tools to help the sales team incorporate this into their sales opportunities on a regular basis
• Act as a liaison for sharing information between account teams, Cloud Product Management, Engineering and Operations
• Build and participate in presenting compelling proposals for prospective customers on the value of Splunk Cloud and how it will impact their business and return on investment
• Present to customers on the value of Splunk cloud, customized for the audience (technical, executive), to build their interest in Splunk Cloud and to build a sense of urgency to migrate to splunk cloud ASAP
• Present internal to Splunk Operations unique customer requirements to build consensus for custom (non-standard) splunk cloud deployments
• Complete strategic marketing and business programs to drive cloud adoption, drive upgrades and convert target clients from ingest to workload-based-pricing
• Review customer’s cloud environment and usage to determine if any architecture changes can enhance any performance issues. Collaborate with Cloud Architects, PM and Cloud delivery on these architectural change proposals

Requirements:

• 2 + years software selling experience, ideally selling Splunk Cloud or similar Industry SAAS solutions, ideally with IT Operations and Security use cases, and successful sales of over $4M in Annual Revenue
• Thrives in a fast-paced, high growth, rapidly changing environment
• Currently and consistently over the year overachieved quota (top producer, made presidents club, etc)
• Successful track record working closely with sales leadership and guiding sales teams to effectively sell a solution with a different selling motion and value proposition