VP, Verticals

Splunk - San Jose, CA4.3

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. Learn more about Splunk careers and how you can become a part of our journey.

Role:
Have you led a top-producing Sales organization focused on Vertical/Industry Solutions? Do you love selling cutting edge technology and leading teams across industries such as Financial Services, Healthcare, Manufacturing and Telco, to name a few. Do you want to impact the long-term strategy and vision at Splunk? If you answered yes to these questions, then we just may have a home for you at Splunk! In this role you will be responsible for building and leading a team focused on selling to key industry verticals, acting as a trusted domain expert through the execution of sales plays and workshops for customers and prospects jointly with Splunk’s field sales teams. In addition, you will also build sales assets for the field, and marketing assets which will be used as the basis to drive campaigns.

You will provide the field with guidance around vertical market applications as well as horizontal selling campaigns targeting ideal, repeatable customer and prospect profiles. You will also work the Partner organization in theaters to support our indirect selling and enablement efforts. A deep understanding of Splunk’s business and industry solutions is essential along with possessing strong sales, technical, and business acumen.

Responsibilities:
You will lead our Vertical Sales Organization, establishing credibility with the field around Splunk’s key vertical markets, providing incremental value to the selling motion and customer interactions.
Identify use cases that can be replicated at mass scale, and lead to higher value opportunities.
Lead the Verticals team to develop new solutions for use-cases across verticals, building a set of supporting assets for the sales and marketing teams.
Deliver specific services tied to sales plays and opportunities designed to build, grow, and accelerate pipeline opportunities.
Evangelize the Splunk solutions across key verticals internally with Splunk’s field organization and externally with partners up-leveling everyone’s knowledge of our key market verticals and Splunk’s capabilities.
Execute workshops and other meaningful engagements publicly at SplunkLive and .conf or similar venues to help create, grow and accelerate opportunities to close.
Drive solutions pipeline and adoption with existing customers and prospects across market verticals.
Assist the field in creating, growing, speeding, and winning business across key market verticals.
Work closely with supporting teams as a field expert to enhance messaging, field needs and enablement, high-reaching positioning, packaging and pricing.

Requirements:
10+ years of high-tech field leadership experience in sales, sales engineering, professional services, and/or consulting, focused on vertical markets: second line management experience required.
10+ years in solution sales within large Enterprise accounts.
Deep expertise and understanding of Telco, Media, Healthcare, and Financial Services ecosystems and industry issues.
Technically savvy and accustomed to selling into Line of Business, CIOs, and CTOs.
Strong communicator with excellent executive presentation skills.
Bachelor's Degree or equivalent experience, ideally in an engineering or finance related subject.
Ability to travel 50% plus.

Desired Qualifications:
Proven track record leading a Verticals sales organization in over-achieving quarterly and annual goals in a field-supporting or sales role.
Strong background in enterprise software sales and knowledge of overall data management landscape required.
Deep industry knowledge spanning traditional IT and application development disciplines.
Familiar with product roadmap planning to incorporate customer requirements into Splunk service offerings.
Experience selling complex solutions to the Global 2000 or Fortune 500 Company List, successfully executing complex sales cycles with CxOs.
High ethics, integrity, and humility and be able to work with other teams.
Demonstrated leadership of cross-functional teams tasked with full lifecycle support.
Ability to build and maintain high credibility with sales teams and strategic customers.
Formal sales training: Solution-Selling and/or Value Selling training preferred.

Leadership & Management Behavioral Competencies:
In an environment that is open, direct, team oriented, and results oriented, the new Vice President, Vertical Sales will contribute to overall business strategy by:
Communicating frequently, truthfully, candidly, and openly; effective listener.
Demonstrating through action a performance driven mentality, demanding accountability from themselves and others.
Motivating others and recognizing and rewarding effective behaviors and accomplishments of others.
Working hard, rolling up sleeves and approaching the role with both humility and pride.
Demonstrating a high degree of self-awareness.
Focusing on self-development and inspiring others around him/her to constantly focus on ways to improve and grow as a professional.
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.