Account Executive - Splunk; Global Pharma

Position Overview:

We are seeking a passionate and highly skilled Account Executive - Splunk (Global Pharma Accounts) to join one of our strategic sales teams, with a track record of consistently delivering outstanding sales performance in large, complex, global enterprises. This individual‑contributor role will manage a named portfolio of leading global pharmaceutical and life sciences accounts headquartered in Switzerland and operating worldwide, focusing on protecting and growing the installed base, securing high‑value renewals and developing tailored expansion strategies.

• Client Relationship Management:
  Build and maintain strong, long‑term relationships with key stakeholders across leading global pharmaceutical and life sciences organisations, spanning IT, security, operations, and procurement leaders at both Swiss and global headquarters level.
• Account Development - Protect & Grow:
  Secure and renew the installed base while identifying and capitalising on expansion opportunities across the portfolio, driving both retention and growth within your accounts.
• Global Account Orchestration:
  Navigate the matrixed buying environment of global accounts, where commercial authority and budget often sit outside Switzerland, and coordinate the extended account team across geographies, including out‑of‑country and local account roles engaged on the same customer.
• Extended Team Leadership:
  Structure highly complex, multi‑stakeholder situations toward defined outcomes by orchestrating System Engineers, Customer Success Managers, specialists, and partners – leading the virtual account team toward successful execution.
• Program‑based Execution:
  Run account engagements as structured programs, with clear close plans, mutual action plans, milestones, and disciplined project‑based execution rather than opportunistic selling.
• AI‑Driven Selling & Productivity:
  Position Splunk's AI‑powered security and observability capabilities with credibility in customer environments, while applying internal AI tooling with versatility to accelerate account research, strategy development, and execution.
• Negotiation & Closing:
  Lead contract negotiations and executive presentations with C-level stakeholders, ensuring mutually beneficial agreements that align with both customer and company goals.
• Strategic Partnerships:
  Collaborate with internal teams (engineering, product, marketing, legal) and with partners and the Cisco field to develop tailored solutions that address the specific needs of regulated pharma and life sciences customers.
• Market & Regulatory Intelligence:
  Stay ahead of industry trends, competitor activity, and technology shifts in pharma and life sciences, and understand the regulatory environment that governs this market – including validated/GxP environments, data integrity, audit requirements, and Swiss/EU data‑residency and privacy obligations – and reflect it in how you position security and observability.
• Sales Forecasting & Reporting:
  Maintain accurate pipeline, forecast, and account plans, providing clear insight and recommendations for improvement.
• Cross‑functional
  
  Collaboration:
  
  Work closely with engineering, customer success, and support to ensure successful delivery and customer satisfaction across multi‑workstream engagements.

• 7+ years of enterprise software sales experience with a demonstrated history of consistent quota over achievement.
• Proven success owning and growing global / multinational accounts, including environments where commercial authority and budget sit outside the local geography.
• Strong understanding of how global accounts buy: internal governance, procurement, global‑versus‑local decision rights, and budget cycles.
• Demonstrated ability to orchestrate an extended, virtual account team (System Engineers, Customer Success Managers, specialists, partners) toward a shared outcome without direct authority.
• Experience running account engagements as structured programs – close plans, mutual action plans, and project‑based execution on complex accounts.
• Track record of both protecting an installed base (renewals and retention) and driving expansion, rather than pure net‑new…