Role:

We are looking for a gifted communicator and business executive who can build consensus and motivate sales teams and customers to succeed. Leading a team of deal strategists, you will have an opportunity to influence and provide strategic guidance to field sales leadership, as well as various other business functions within Splunk (finance, legal, quoting operations, etc.). Lastly, you are a confident enterprising person that exhibits tact and persistence and brings dedication to the team.

Responsibilities:

Reporting to the VP, Deal Strategy & Execution, you will lead a team responsible for Contracting (field education, field strategy, terms, negotiation), Deal Framework (field education, deal structure, revenue implications, customer negotiations, customer term, Order Document drafting) and Value Selling (RFx response, Go/No Go determination). In leading this team, you will be responsible for influencing the sales teams (leaders and contributors) while maintaining strong relationships with legal, revenue recognition and finance. Additional responsibilities will include:

• Partner with the APJC General Manager as a trusted advisor.

• Demonstrate creativity and determination to drive complex opportunities and increase overall sales productivity

• Drive significant value for the sales force and act as a subject matter authority for corporate support organizations such as product management, legal and finance

• Provide strategic mentorship and influence to company's sales leadership team while driving adherence to established ethical, business, legal and financial principles

• Negotiate favourable pricing and business terms with the largest most complex organisations while protecting the business globally

• Be a good corporate citizen – two-way flow of significant and timely information; work as a team for the most efficient use and deployment of resources

• Provide timely and informative input back to other corporate functions

Requirements:

• 5+ years experience as a Best Practices Manager, or equivalent, and influencing a worldwide sales team (leaders and individuals) on contract negotiations, successful sales practices and complex selling and being able to show value.

• Extensive experience building and running front line sales teams; ability to grow and scale upward with the company; second line management experience a plus

• 10+ years direct and channel selling experience to large enterprises

• Successful experience and very comfortable in the “C” suite with a track record of negotiating six and seven figure software licensing transactions—going on sales calls w/sales reps, running calls.

• Experience selling enterprise software

• Strong executive presence and polish with the ability to negotiate at the executive level

• Ability to build business cases

• Strong champion building experience

• Ability to influence and motivated and develop peers and leaders alike

• Outstanding management, teamwork, social, written and presentation skills

• Thrives in a dynamic, fast-growing, rapidly growing environment

• Able to work independently and remotely from other members of your team and corporate

• Similar software industry hands on knowledge in IT systems, enterprise or infrastructure management

• Shown success and knowledge with prospects and customers in the defined territory

• Bachelor’s Degree in an analytical field (e.g. Business, Finance, Mathematics, or Statistics).

• MBA/ graduate degree preferred but not required

Why Cisco?

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.