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If you become a Splunker, we want your whole, authentic self, what we call your "million data points". So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you.
Role Summary
Splunk are currently seeking a highly motivated, results-oriented individual to lead the EMEA South Consultant Sales Engineering organisation.
This individual will be responsible for the hiring, coaching and development of this team. The main focus will be EMEA South.
This position will be a leadership position, working closely with Splunk’s Sales and Channel organisations on the solution and technical aspects of selling Splunk’s solutions to our clients.
This is an opportunity to work at a company that is changing the way that information is used to support business decisions.
You will be responsible for actively leading and managing a Presales organisation to mostly assist in the technology stage of the sales process, working in conjunction with the sales team as the key technical advisor and advocate for Splunk’s solutions and services.
Splunk Presales consultants must be able to discover customers pains and understand use cases. They also answer technical questions from clients regarding Splunk technology, features, solutions, applications as well as eloquent Splunk technology and solution positioning to both business and technical users.
You will lead individual contributors as a manager and have individual contributor remit as well.
Duties and Responsibilities
Your primary responsibilities will be to :
- Build, lead and manage a world-class Consulting Sales Engineering (CSE) team in your region.
- Be able to identify and hire top talent into the Consulting Sales Engineering organisation.
- Mentor and Coach Consulting Sales Engineers.
Deliver Presales activities (including but not limited to discovery meetings, demos, POCs, Splunk representation at tradeshows and fairs, etc )Work closely with Splunk Partner organisation to leverage partners in accounts opportunities’ developmentRefine and improve resource usage policy for your teamDefine development and performance plans to improve the potential and performance of the individual members of your Presales team.
Identify strategies and tactics to improve the operational efficiency (in an on-going manner) and results of your team. For example, work closely with your team to develop and continually improve Presales best practices and processes, e.
g. POC planning, etc.Provide oversight on meaningful Presales activities, such as POC planning and execution, approval of RFI / P responses, ensuring that your Presales team are SE Certified and able to deliver compelling product demos, solution overview presentations, etc.
- Become an active member of the EMEA South Technical Services Management team, collaborating and co-ordinating strategies and ideas that will benefit the EMEA wide Technical Services organisation.
- Work closely with the Sales Engineering AVP on the prioritisation and scheduling of Presales resources to support important sales opportunities.
- Develop a leadership position with the EMEA South, to ensure that CSE procedures and processes are respected and followed.
Participate in account opportunities planning meetings to understand on-going activities within important accounts opportunities and to identify new and follow up activities.
Work with sales management to drive product and services revenue.
Business Knowledge and Experience
- Domain knowledge and experience from one or more of the following areas :
- Big Data (from a data management perspective),
- Application Performance Management,
- Security,
- Business Intelligence / Web Analytics,
- Operational Intelligence.
- A knowledgeable understanding of the financial services, insurance, telecommunications and / or retails markets, with a proven track record of selling into Enterprise organisations.
Needs to understand the business challenges / drivers, technology and market challenges of these types of organisations.
Ability to develop a strong understanding of each target client’s business, operations and industry trends, including understanding the strategic business and technology goals.
Understand the client’s buying process.
- Understands how Splunk’s solutions can provide capabilities and benefits in order to address the client’s business needs.
- Ability to develop and articulate business value / ROI case studies.
Must-have Qualifications
- A University Bachelor’s degree or similar.
- Proactive and able to be manage activities in a self-sufficient manner.
- Strong leadership and management skills.
- Strong communication skills.
- Strong knowledge of the sales process including the technical win.
- Self-motivated with a proven track record in technical software sales and knowledge of technology.
- Ability to be organised and analytical, and must be able to eliminate sales obstacles using creative and adaptive approaches.
- You should be comfortable working for a dynamic, agile, disruptive and technical organisation with a rapidly growing customer base.
- Resilience and resourcefulness when solving sophisticated problems.
- Excellent team skills.
- Winning and Can-do attitude.
- Travel : 20-50% Depending upon workload
