Leader, Sales, Splunk - US Military Defense- Army

Sales Leader for Splunk - US Military Team

This role can be performed remotely from: MD, DC, VA, NC, FL, TX, CO, PA or DE

• Directly lead the PBST US Army sales team and work closely with assigned technical resources and inside sales
• Consistently deliver licenses, support and service revenue targets – dedication to the number and to deadlines
• Territory mapping, account planning and opportunity management
• Negotiate favorable pricing and business terms with large commercial enterprises by selling value and return in investment
• Work with inside sales and partners for maximum efficiency
• Use sales engineering and in-house as well as partner services resources
• Player /lead hands on with the team; very involved with account planning, strategy and sales calls
• Hire the right team to match our growth
• Use our sales methodology and processes effectively
• Understand how to use both international and domestic colleagues to expand deal size and value to the customer
• Good corporate citizen – two way flow of relevant 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, particularly product management and marketing and our team

• 4 or more years’ experience as a first line manager to a software sales teams with the ability to grow and scale upward with the company; second line management experience ideal
• Minimum 5 years of direct quota-carrying software or Software-as-a-Service (SaaS) enterprise sales experience selling into large enterprise or Public Sector accounts.
• Minimum 3 years of direct sales experience selling software, cybersecurity, observability, data analytics, or cloud solutions to the US Federal Government / Department of Defense (DoD) (such as the US Army, Navy, USAF or joint defense commands).
• Experience managing cross-functional field execution aligning Account Executives (AEs), Systems Engineers (SEs), and channel partner ecosystems.
• Willingness and ability to travel up to 40–50% within assigned territory to meet business and customer engagement requirements
• Possession of an active US Government Security Clearance (Secret, Top Secret, or TS/SCI) OR eligibility and willingness to obtain and maintain a security clearance.

• 2+ years of second-line sales management experience managing first-line managers or multi-region sales teams.
• Active Top Secret / Sensitive Compartmented Information (TS/SCI) clearance with a current background investigation.
• Established executive relationships with US Army / DoD procurement commands and major defense systems integrators (GSIs).
• Direct domain and technical sales leadership experience in observability, SIEM, security operations (Sec Ops), or log analytics technologies.
• Hands-on experience using enterprise CRM and sales analytics platforms (such as Salesforce, Clari, or equivalent)

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