Account Executive - Splunk

The application window closes on 07/30/2026. This role can be performed within the San Francisco, CA Bay Area.

Splunk, a Cisco company, is building a safer and more resilient digital world with an end‑to‑end full‑stack platform made for a hybrid, multi‑cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Come help organizations be their best while you reach new heights with a team that has your back.

Influence and drive strategic decisions within Splunk customers’ buying center by leveraging SaaS and cloud expertise with cybersecurity and observability competitor and market insights. Serve as the Account Orchestrator, aligning and integrating Splunk products, services, and solutions with customers’ strategic goals and needs to drive incremental revenue growth and recurring revenue. Maintain a comprehensive understanding of Splunk’s products, services, and solutions.

Liaise with other portfolio sellers to ensure adherence and alignment to GTM processes, tools, and methodologies. Own the legal goal, create and manage a quality pipeline, develop business, negotiate, and close the deal. Build the sales funnel through opportunity prospecting, develop and own opportunities through to sales completion to achieve revenue goals. Analyze data and create forecasts to set weekly, monthly, and quarterly sales commitments.

Conduct business and technical evaluations to ensure proposals meet customers’ business objectives. Identify new opportunities, develop proposals, and create account plans. Closely monitor cybersecurity and observability trends, market dynamics, and competitive landscapes.

• Specialization and Focus – Specialist in Splunk solutions, services, and products
• Customer Engagement and Accountability – Primary influencer. Oversee overall customer strategy, value, and relationship. Develop a deep understanding of customer business risk and opportunities to ensure value realization
• The Internal Sales Process – All deal stages. Spend most of the time between prospect/qualification and proposal of the deal
• Corporate Interlock – Low corporate interlock
• Typical Sales Cycle – Medium sales complexity. Average length of deal is 3-6 months but can be as long as 12-18 months in more complex accounts/opportunities. Variable deal size, can be between $50K to $750K (over $1M for SP)
• Success Measures – Sustained Splunk portfolio growth, account growth, account retention, incremental annual contract value (IACV)
• Deals are typically the most significant, involving multiple stakeholders and the entire gamut of Splunk solutions. Typically prospects include C‑suite, including key stakeholders across global organizations
• Serves as go‑to authority on the security and observability market, emerging cloud and SaaS technologies, advise customers on value creation
• Leverage deep knowledge of customer(s) organization structure, business processes, strategic objectives, and challenges to anticipate and meet customer needs and priorities
• Build and nurture relationships with key decision makers, leveraging a deep understanding of their unique perspectives and priorities
• Enable adaptable GTM strategies by advising internal and external stakeholders on security and observability industry shifts, competitor risks and evolving customer needs
• Cultivate trusted C‑suite relationships to deliver transformative business outcomes and long‑term strategic alignment
• Position Splunk as critical for enterprise resilience by delivering visionary insights and industry‑leading solutions tailored to customer long‑term business objectives
• Develop agreements that drive customer success, incremental annual contract value and create sustained value realization for the customer
• Develop and deliver quarterly business outlook (QBOs) portfolio wide proposals, and other prioritization strategy and frameworks
• Integrate account(s) strategy with Splunk business strategy to lead build of incremental growth roadmap
• Drive incremental growth trajectory and position multiple Splunk solutions together to optimize opportunities and build bundling strategies
• Lead high‑impact…