Observability Sales Specialist (US - Northeast)
Cisco Systems, Inc., New York City, NY, US, 10119
Salary min: $131.00
Salary max: $166.00
Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received.
Applicants must be located in the Northeast region of the United States. This position requires the ability to travel between New York City (NYC) and Boston as needed. The frequency of travel may vary and candidates should be prepared for the possibility of frequent travel based on business needs.
The Observability Sales Specialist is instrumental in growing our business and expanding the number of multi-product customers. Specialists are the experts for Splunk's Observability solutions supporting the execution of field activities around premium products & helping drive product area expansion at the theater level.
This exciting and strategic role will require a highly knowledgeable individual to engage and influence prospects and existing Splunk customers to increase portfolio usage, improve deal sizes & expand the customer base vianew solutionsand/or value crafted expansion.
Your Impact:
Partner with Regional Sales Managers to develop account and sales plans for customers to increase the mix of products and capabilities related to Observability
Interlock and work with the Observability GTM team to helpidentify,defineand promote repeatableproblem solvingsolutions and drive the GTM strategy.
Provideexpertiseand mentorship around the Observability portfolio of solutions. This includes enabling sales on having impactful conversations with key personas and developing a complete solution that includes software, services, and the right pricing strategy.
Assist Sellers by directly leading Observability Sales Activities with customers that support Qualification, Solution Definition, and Validation of ourITOps/Observability Solutions with strategic opportunities.
Inform theater sales leadership (i.e.Group Vice Presidents/Area Vice Presidents) on GTM account/execution progress, competitiveinsightsand partner ecosystem developments.
Thought-leadership, publish online (ie. LinkedIn blogs, etc.) and speak at customer and partner meetings and events
Build, promote, and support customer community development opportunities such as user group meetings or executive roundtable discussions.
Educates GTM campaigns, targetpersonasand personalized communication
Understand and helpidentifytheITOps/Observability competitive landscape within accounts and collaborate with account teams and Strategists to develop positioning tactics.
Be the point of liaison for Observability solution area information sharing amongst theater and partner resources.
Minimum Qualifications
5-10 years of experience in a customer-facing role in enterprise/SaaS software environment
Prior Observability or Security Solutions
Travel up to 25 - 50% of time, depending on the region
Preferred Qualifications
Practitionerexpertisewith IT Operations, Security or Observability capabilities is a plus
Demonstrate deep understanding of industry & competitive insights in the AIOps and Observability markets.
Comfortable enabling others with Observability solution sales knowledge.
Thrives in an open, always changing, and exciting team environment
Able to work independently and remotely with other members of your team and corporate functions
Demonstrates a record of use-case positioning with a "C" suite persona, supporting large and sophisticated customer deployment decisions.
Strong executive presence, including communication and presentation skillstoboth large and small crowds.
Adept at developing solution focused business plans for sales scaling, sales campaigns, new product introduction (NPI)and/or advisory programs.
Familiarity with & comfortable using value based selling tools, account-targetingstrategiesand methods to drive & lead sales motions, knowledge ofMEDDIC or challenger methodologies is valued.
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.
Message to applicants applying to work in the U.S. and/or Canada:The starting salary range posted for this position is $274,000.00 to $345,900.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits.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 ofunused sick timecarried forwardfrom one calendar yearto 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:
$274,000.00 - $397,700.00Non-Metro New York state & Washington state:
$249,100.00 - $367,700.00* 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.