Director, Business Practices

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Do you want to make an immediate impact and help change the world? If you answered yes to these questions, then we have a home here for you at Splunk! We are looking for a gifted communicator who can build consensus and motivate sales teams and customers to succeed. You will have an innate ability to influence and provide strategic guidance to the field leadership as well as various other business units within Splunk (finance, legal etc.). Lastly you are a confident enterprising person that exhibits tact and persistence and brings dedication to the team.


You will lead contract negotiations, revenue recognition, closing, executive presentations, financial modeling, return on investment and value selling. You influence global sales teams (leaders and contributors) on ground breaking sales methodologies such as contract structure, pricing, negotiation, overall attested sales methodologies while working closely with legal, and finance.

Drive significant value for the sales force and act as a subject matter authority for corporate support organizations such as product management, legal and finance
Demonstrate creativity and determination to drive complex opportunities and increase overall sales productivity
Provide strategic mentorship and influence to company’s sales leadership team while driving adherence to established ethical, business, legal and financial principles
Negotiate favourable pricing and business terms with the largest most complex organisations while protecting the business globally
Be a good corporate citizen – two-way flow of significant and timely information; work as a team for the most efficient use and deployment of resources
Provide timely and informative input back to other corporate functions
Travel depending on home location.


Experience as a Best Practices Manager, or equivalent, and influencing a worldwide sales team (leaders and individuals) on contract negotiations, successful sales practices and complex selling and able to show value.
Extensive experience building and running front line sales teams; ability to grow and scale upward with the company; second line management experience a plus
Public Sector sales or sales management experience including working with system integrators.
10+ years direct and channel selling experience to large enterprises
Successful experience and very comfortable in the “C” suite with a track record of negotiating six and seven figure software licensing transactions—going on sales calls w/sales reps, running calls.
Experience selling enterprise software
Strong executive presence and polish with the ability to negotiate at the executive level
Ability to build business cases
Strong champion building experience
Ability to influence and motivated and develop peers and leaders alike
Outstanding management, teamwork, social, written and presentation skills
Thrives in a dynamic, fast-growing, rapidly growing environment
Able to work independently and remotely from other members of your team and corporate
Similar software industry hands on knowledge in IT systems, enterprise or infrastructure management
Shown success and knowledge with prospects and customers in the defined territory
Bachelor’s Degree in an analytical field (e.g. Business, Finance, Mathematics, or Statistics).
MBA/ graduate degree preferred but not required

Are you looking for an incredible place to work that celebrates innovation, leadership and creativity? Please contact us. Splunk offers competitive compensation and excellent benefits. When you join Splunk you’ll be working with a team of smart people who are as passionate about our products as our customers’ success. We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which you are applying.For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

(Colorado only*) Minimum base salary of $129,000.00. You may also be eligible for variable incentive pay + equity + benefits.*Note: Disclosure per sb19-085 (8-5-201 et seq).

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