Director, Sales - Splunk Federal INTEL​/Defense

Director, Sales For Splunk's Federal Defense Team

Federal Sales Leaders are at the forefront of Splunk and Cisco's business. They play a crucial role in driving growth and selling enterprise software solutions to PBST Sector Agencies and lead world-class, high-performing sales teams. We are seeking an outstanding professional to join our team as the Director, Sales for Splunk's Federal Defense sales team. You have a measurable track record in building and leading hard-working sales organizations.

In this role, you will:

Responsibilities:

• Directly lead the sales leaders covering PBST-Defense and work closely with assigned technical resources and other functional teams.
• Consistently deliver software license revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
• Review the activities and performance of staff under supervision, setting expectations and providing mentorship and direction as needed; ensure that managers do the same for their staff.
• Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
• Effectively manage segment by considering all accounts collectively; establish accurate account plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results.
• Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region.
• Develop & lead integrated campaigns with Marketing, Channel, Alliance, BD and Customer Success teams to drive pipeline growth. Monitor results and adjust strategies as needed.
• Focus on new customer acquisition.
• Maintain market and competitor intelligence and develop strategies to maintain the Company's competitiveness.
• 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 build a seamless customer experience.
• Use CR, analytics and reporting systems (Salesforce) extensively.

Minimum Qualifications:

• 7+ years leading Defense and/or Intelligence sales teams. Second or third line sales management is required
• At least 8 years of direct (software/SaaS) selling experience to large enterprises and/or Public Sector
• +3 years selling software or SaaS solutions within the INTEL/NATSEC community
• Proven history of consistently meeting/exceeding sales quotas personally and as a sales leader
• Active TS/SCI clearance
• Must live within the DC Metro Region and able to work in the office as needed
• Willing to travel up to 50% to client sites, conferences and networking events

Preferred Qualifications

• 10+ years leading Defense and/or Intelligence sales teams. Second or third line sales management
• 5+ years of experience selling government SaaS to INTEL/NATSEC
• TS/SCI/Poly clearance
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
• Experience with cloud / SaaS solutions is a huge plus
• Relevant software industry expertise in any of the following: IT systems, enterprise or infrastructure management, application development and management, cyber security, business applications and/or analytics.
• Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
• Bachelor's degree or equivalent job experience