Cloud Deals Director

2 weeks ago

North Sydney Council, Australia Splunk Full time
Cloud Deals Director - Deal, Strategy & Execution TeamRole Overview:

In this position, you will gain expert knowledge of Splunk purchasing programs, cloud sales strategies, and metrics. Your main tasks will include managing the Order Document process, negotiating directly with customers, coordinating with internal partners, determining cloud deal sizes, and overseeing the use of DSG. It is essential to have prior experience carrying quotas.

Responsibilities:
  • Achieve Cloud business and sales plan targets consistently.
  • Identify and address barriers to successful Cloud sales, implementing programs to boost pipeline growth.
  • Collaborate with partners to develop custom Order Documents, ensuring alignment with business goals.
  • Act as a hands-on advisor to the cloud team, supporting their success in sales, and provide guidance to the sales team on selling Splunk Cloud effectively.
  • Assist in structuring sales proposals, ensuring accuracy and compliance with best practices for selling Splunk Cloud.
  • Participate in sales forecast calls to aid in finalizing deals within the territory.
  • Provide sales teams with education sessions to enhance their sales techniques and drive better business outcomes.
  • Coach on negotiation strategies and facilitate training to help close transactions successfully.
  • Utilize Value Assessment tools to enhance sales opportunities regularly.
  • Lead Strategic Deal Reviews to identify and mitigate risks in key transactions.
  • Facilitate information sharing among account teams, cloud product management, engineering, and cloud operations.
Requirements:
  • Demonstrated experience in coaching, mentoring, and driving development initiatives.
  • Minimum of 10 years of software sales experience, ideally in Splunk and/or Splunk Cloud solutions.
  • Thrives in dynamic and fast-paced environments.
  • Expertise in selling cloud solutions.
  • Consistent track record of exceeding quotas over the years.
  • Strong executive presence with polished communication skills.
  • Experience in transitioning from legacy software to SaaS.
  • Proven success in working with partners and GSIs.
  • Exceptional interpersonal, written, and presentation abilities.
  • Relevant industry experience in IT systems, enterprise management, security, or analytics.
Equal Opportunity Employer:

Splunk values diversity, equity, and inclusion to create a supportive work environment. We embrace a culture where employees can bring their authentic selves to work and excel. Employment decisions are made without discrimination based on various factors. Flexibility and a market-based pay structure are offered for most roles.

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