Regional Sales Director
Splunk
full-time
Posted on:
Location Type: Hybrid
Location: Praha • 🇨🇿 Czech
Visit company websiteJob Level
Lead
About the role
- Lead the Eastern Europe and Adriatics sales team, covering 16 countries
- Account coverage includes Strategic International Organizations in various Industries and key public institutions
- Lead and coach a team up to 5 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, including new channel development, 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
- Understand how to leverage colleagues to expand deal size and business value to the customer
- Act as a good corporate citizen – use communication skills to ensure two-way flow of relevant and timely information; lead and inspire the team
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
- 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)
- Strong communication skills, fluent in English.
Benefits
- Health insurance
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
pipeline generationaccount planningsales processesvalue based sellingpain chainsclosing software licensing deals
Soft skills
leadershipcoachingcommunicationinterpersonal skillspresentation skillsteam buildingnegotiationforecastingbusiness planning