Cisco

Lead, Sales – Splunk

Cisco

full-time

Posted on:

Location Type: Hybrid

Location: London • United Kingdom

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Job Level

Senior

About the role

  • Lead the UK Enterprise sales team
  • Account coverage includes Strategic International Organizations in various Industries
  • Lead and coach a team up to 7 Account managers, diverse in experience and abilities
  • Consistently overachieving the iACV target by driving accuracy and predictability both in terms of forecast and business planning
  • Ability to build a business partnership with supporting functions such as Sales Operations
  • Ability to orchestrate and lead supporting functions, creating followership in the virtual team supporting the sales team
  • Negotiate (and maintain) favorable pricing and business terms with Strategic enterprises by coaching the team to sell on value
  • Work with channel and technology partners for maximum effectiveness, scale and delivery
  • Leverage and manage technical services and partner resources to maximum effect
  • Coach the team and be hands-on where appropriate; build team ethos; direct Strategic Account strategy, account planning, and sales processes
  • Conduct regular sales and forecast calls with the team, and with management
  • Build a pipeline of talent and hire the right people to match culture, methodologies and company growth
  • Use our sales methodology (MEDDPICC focused on Value Based Selling and Pain Chains) and processes effectively
  • Act as a good corporate citizen – use communication skills to ensure two-way flow of relevant and timely information; lead and inspire the team
  • Provide timely and insightful input to other corporate activities, particularly product management, marketing and Strategic accounts

Requirements

  • Extensive experience in building and running front line Strategic Account teams
  • Experience in direct and channel selling to Strategic Accounts
  • Have an existing wide network of contacts in specific industries and or Enterprise accounts and demonstrate ability to grow a network
  • Comfortable working with C-level and senior executives in Strategic Accounts
  • Track record of closing six, seven and eight figure TCV software licensing deals
  • Understanding, experience and expertise in pipeline generation and management in a high paced environment
  • Strong executive presence, bearing and polish
  • Ability to maintain an accurate sales forecast, deliver on commitments and drive new business
  • Exceptional management, interpersonal, written and presentation skills; all-round exceptional communicator
  • Relevant software industry experience in IT systems, enterprise or infrastructure management
  • Ability to effectively use CRM systems (Salesforce).
Benefits
  • Flexible work arrangements
  • Professional development opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales methodologyMEDDPICCValue Based Sellingpipeline generationsales forecastingaccount planningbusiness planningnegotiationclosing software licensing dealsstrategic account management
Soft Skills
leadershipcoachingcommunicationinterpersonal skillspresentation skillsexecutive presenceteam buildinginspirationfollowershipnetworking