Splunk | Head Of Observability Anz

Role

Due to our expansive growth we are seeking an exceptional leader to join our team as Head of Observability for Australia / New Zealand. In addition to passion, skills, and experience, you will have a proven track record in selling enterprise SaaS solutions, experience in successfully developing go to market strategies, driven thought leadership on observability practices and leading across a matrixed sales structure.

What We Offer You

1. An opportunity to drive significant shareholder, customer, and employee value.
2. A fast-growing and rapidly changing business and market where you will be challenged and grow.
3. Hardworking and dedicated peers across all GTM and Corporate functions.
4. The opportunity to hire, develop, and inspire the right team to drive growth and make a massive impact on our business.
5. The ability to shape strategy, planning, and execution, impacting how we are viewed in the market and by our customers.
6. Personal and Professional Growth – we believe in growing our leaders through ownership, new experiences, and formal and informal education.
7. An open, encouraging, and collaborative work environment.

Responsibilities

1. Recruit, onboard, coach and retain an all-star advisory team, while pairing business and revenue objectives with appropriate growth initiatives.
2. Develop and coach a specialist team of expert advisors to meet the highest standards of go-to-market strategies, pipeline generation initiatives and success.
3. Consistently support achievement of revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
4. Direct sales activities, prioritize efforts, and hold the team accountable for building pipeline and executing each phase of the sales cycle.
5. Support a structured MEDDPICC process with deal management.
6. Coach and mentor sales team to uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of Splunk products and services, and negotiate favorable pricing and terms by selling value and return on investment.
7. Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels / alliances, professional services, product, legal, marketing, and engineering teams to create a seamless customer experience.
8. Use CRM systems (Salesforce) extensively.

Requirements

1. 5+ years’ experience building and leading specialist sales teams; building scalable go-to-market strategies, ability to grow and scale upward with the company; second line management experience a plus.
2. 5+ years experience successfully selling SaaS and / or subscription-based software as an individual contributor is required.
3. In-depth knowledge of the monitoring space, microservices, and AWS / GCP / Azure (preferred).
4. Track record of consistently meeting / exceeding sales quotas personally and as a sales leader.
5. Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
6. Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
7. Experience with target account selling, solution selling, and / or consultative sales techniques; knowledge of MEDDPICC and Challenger methodologies is a plus.
8. Highly professional persona and polished demeanor, with strong verbal / written communication and presentation skills; effective at delivering executive level presentations.
9. Success adapting in fast-growing and changing environments.
10. You are an effective communicator and inspiring leader, your team’s success is your motivation, you love to coach and have impeccable leadership skills; people want to follow you!
11. Bachelor’s degree; MBA a plus.

OTE Range

For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

On Target Earnings AUD 316,000.00 – 434,500.00 per year.

Splunk provides flexibility and choice in the working arrangement for most roles, including remote and / or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

Benefits are an important part of Splunk’s Total Rewards package. This role is eligible for a comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more!

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