Virtual Sales Account Executive
Employment Info
JOB DETAILS
Requirements
- Five or more years of experience selling enterprise information technology solutions, such as business intelligence, data analytics, security software, IT operations, risk management, or networking.
- Proven ability to own and manage the full sales cycle from prospecting to readiness to close.
- Strong pipeline generation (hunting) and upsell/cross-sell capabilities.
- Demonstrated growth mindset with the ability to expand deal size and velocity.
- Consistent track record of meeting or exceeding quota, ideally for the last four quarters.
- Results-driven with discipline around numbers, forecasting, and linearity.
- Experience building and leveraging a partner ecosystem for run-rate business.
- Self-motivated and able to work independently while contributing as part of a team.
- Experience using CRM systems; Salesforce experience highly preferred.
- Understanding of security and information technology operations is a plus.
Responsibilities
- Own and manage the entire sales cycle for assigned Inside Sales–led opportunities, from qualification through to close.
- Drive new customer acquisition (hunting) by proactively researching and identifying high-potential prospects in target markets.
- Execute outbound strategies including cold calls, emails, and virtual engagements, and deliver tailored value-based presentations.
- Upsell and cross-sell to existing customers to grow account penetration and lifetime value.
- Maintain accurate and timely updates of all opportunities in Salesforce (SFDC).
- Build and manage a healthy, predictable sales pipeline, tracking activities, signals, and deal progression.
- Provide accurate forecasting based on realistic deal assessments and pipeline hygiene.
- Apply Splunk’s discovery methodology to uncover customer challenges and pain points.
- Collaborate closely with Field Sales, Business Development Representatives, Product, and Partner teams to drive deal progression.
- Build trust with customers primarily through virtual engagements, aligning solutions to customer needs.
- Work with Splunk partners to advance opportunities and close deals.
- Handle quotations and order processing for assigned opportunities.
- Consistently achieve or exceed quarterly sales targets.
Desired Qualifications
- Salesforce experience highly preferred
- Strong understanding that security and IT operations knowledge is a plus
- Experience building and managing a partner ecosystem for run-rate business is listed under Requirements but could be considered Desirable option; if strict, keep as Requirement.
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