Observability Advisor Anz

2 weeks ago

Adelaide CBD, Australia Splunk Full time

Join us as we pursue our disruptive new vision to make machine data accessible, usable, and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun, and most importantly to each other’s success.

Our team is making a difference in the monitoring and Observability space, and we’re looking for energetic, talented professionals to join our growing team. Splunk has recently been named Gartner Magic Quadrant visionary within the Application Performance Management (APM) category so there has never been a better time to join our team

We are hiring an Observability Advisor to join our team in Australia. This position is responsible for selling Splunk Observability Solutions in a set territory based in Sydney. This is a MBO-based sales incentive plan role with targets aligned to individual KPIs and overall territory targets for Observability goals. This will be responsible for driving new logo acquisition as well as expanding existing customer portfolios by demonstrating the value of the solution. You will have a strong ability to articulate complex solutions, build and maintain executive-level relationships, navigate across customer organizations/business units, and drive revenue growth.

**Responsibilities**
- Partner with leadership to develop GTM strategies, account and sales plans for customers to increase the mix of products and capabilities related to Observability
- Land, adopt, expand, and deepen sales opportunities together with account team by providing expertise and guidance around the Observability portfolio of solutions.
- Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
- Expand relationships and orchestrate complex deals across more diverse business stake-holders.
- Holistically embrace, access, and utilize the channel to identify and open new, unchartered opportunities.
- Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions
- Responsible for forecasting, keeps management informed in a timely fashion, gathers intelligence on competitor activity, and gives feedback to marketing.
- Track customer activity in internal systems in order to execute sales strategy and identify additional opportunities.
- Advise leadership on GTM account/execution progress, competitive trends, and partner ecosystem developments.
- Understand and help identify the Observability competitive landscape within accounts and collaborate with account teams and Global Strategists to develop competitive positioning tactics.
- Provide customer demos and/or product training as necessary.
- Accountable for individual expense budget management.

**Qualifications**
- 5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
- Prior Observability Solutions consulting selling
- Practitioner expertise with IT Operations, Observability capabilities is a plus
- Demonstrate deep understanding of industry & competitive trends in the one or more of the IT Operations or observability markets.
- Comfortable enabling others with your domain and solution consulting knowledge.
- Thrives in a transparent, dynamic and disruptive team environment
- Able to work independently and remotely with other members of your team and corporate functions
- Be able to demonstrate a consistent track record of use-case positioning with a “C” suite audience, supporting large and complex customer deployment decisions.
- Strong executive presence and communication skills. Proven to be able to hold strategic and executive relationships with key persona in Observability domains.
- Strong ability to analyze sales trends as well as market and competitive activity/insights to synthesize strategies to grow sales, customer success or create solution cross-sell or up-sell motions.
- Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI) and/or advisory programs.
- Familiarity with & comfortable using value based selling tools, account-targeting strategies, and methods to drive & lead sales motions, knowledge of MEDDIC or challenger methodologies is a plus.
- Some travel will be required (20%)

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