Business Value Consultant

Profile

Role:As a Business Value Consultant, you will develop and execute strategies that build pipeline opportunities, drive growth, and efficiencies within your assigned sales district. You will work with the sales management teams to develop account strategies and assist in determining multi-year plans to expand Splunk's portfolio across the key buying centers and into the lines of business. Strategic priorities and execution will be governed by the customeru2019s business imperatives and mapped to Splunk's capabilities across the portfolio to meet and exceed the customeru2019s desired outcomes. You will also partner with our sales leaders to drive the operational cadence, consult on critical accounts and opportunities, and assist in the preparation of content to include sales campaigns, deal framing, pricing structure, and negotiation strategies.Responsibilities:Assists with the framing of deal u201Cpsychologyu201D within an accountCraft a value hypothesisEarn a seat at the table at the C-LevelBuild an economic foundation to eventually support a business caseAchieve our data-to-everything visionDevelop a pipeline toward what matters to our customersReduce year-to-year renewal riskValue alignment, definition, creationIncludes people/skills and process gapsAligned to the customeru2019s strategic imperatives and endorsed by the Executive Buyer.Support C-level meetings in global account baseAttend AVP forecast callsDeal strategy, planning, and review callsOngoing quarterly touchpoints with customer executivesBuild and position transformation programs at the account levelDefine and build transformation programs and 3-year value programs in the accountsWork in conjunction with sales and account leadership to define Splunk positioning in the account including expected revenue to increase Splunk SOW (share of wallet)Define Splunk program with sales & the extended Splunk ecosystem and GSIu2019s (Accenture, Deloitte, E&Y) to define the program and associated sales campaignsRequirements:u00A0Minimum of 15 years experience selling enterprise software solutions. Selling SaaS is strongly preferred.Success with development & refinement of multi-year adoption strategies & business cases that support digital transformational business imperatives.Helped close 7 & 8 figure software sales/SaaS type deals and reputed references to prove success.Check us out!Gartner's 2020 Magic Quadrantu00A0Leader for SIEMNamed Top 5 on theu00A02020 Fortune Future 50 listNamed one of the u201CBest Places to Worku201D foru00A0Women,u00A0Parents, and inu00A0TechnologyChief Technical Adviser for Public Sector,u00A0Juliana Vida, named as one ofu00A0Washington Exec's Top 25 Cyber ExecsWe 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 employment for qualified applicants with arrest and conviction records.

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