Leader, Sales-Splunk- PBST SLED

Meet the Team:

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.

Your impact:

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 folks who have measurable experience of building and improving sales territories, building teams and have a strong management background. In this role, you will:

• Consistently deliver revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year.
• Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number, and to deadlines.
• Direct sales activities within the assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
• Coach sales team to uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of Splunk products and services and negotiate favorable pricing and terms by selling value and return on investment.

Minimum qualifications:

• Minimum 1 year of enterprise technology sales leadership experience
• At least 7 years of direct (software/SaaS) selling experience to Public Sector
• Willing to travel up to 50% to client site, conferences and networking events
• Must live within the North or Mid- East Coast region

Preferred qualifications:

• Minimum 3 years of sales leadership experience managing teams selling software, SaaS, or technology solutions directly to State, Local Government, or Education (SLED) customers.
• 8 or more years of direct quota-carrying software sales experience or channel partner sales experience selling into large enterprise or Public Sector / SLED accounts.
• 3 or more years of SLED sales experience
• Demonstrated experience leading software sales teams within high-growth, matrixed organizational environments.
• Experience preparing and delivering executive-level business proposals and formal presentations directly to C-level stakeholders, State CIOs, City/County administrators, and Higher Education/K-12 leadership.
• Practical application of structured enterprise sales methodologies (such as MEDDPICC, Challenger Sale, Target Account Selling, or Command of the Message) for territory strategy and deal execution.

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.

Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training. The full salary range for certain locations is listed below. For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees are offered benefits, subject to Cisco’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance. Please see the Cisco careers site to discover more benefits and perks. Employees may be eligible to receive grants of Cisco restricted stock units, which vest following continued employment with Cisco for defined periods of time.

U.S. employees are eligible for paid time away as described below, subject to Cisco’s policies:

• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees

• 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco

• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees

• Exempt employees participate in Cisco’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)

• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next

• Additional paid time away may be requested to deal with critical or emergency issues for family members

• Optional 10 paid days per full calendar year to volunteer

For non-sales roles, employees are also eligible to earn annual bonuses subject to Cisco’s policies.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Cisco plan. For quota-based incentive pay, Cisco typically pays as follows:

• .75% of incentive target for each 1% of revenue attainment up to 50% of quota;

• 1.5% of incentive target for each 1% of attainment between 50% and 75%;

• 1% of incentive target for each 1% of attainment between 75% and 100%; and

• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay 0% up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

The applicable full salary ranges for this position, by specific state, are listed below:

New York City Metro Area:

Non-Metro New York state & Washington state:

* For quota-based sales roles on Cisco’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined.

** Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements.