Splunk - Virtual Sales Account Executive

Splunk, a Cisco Group company, is seeking a Virtual Sales Account Executive in Minato, Tokyo, Japan. This hybrid role involves direct customer communication via phone, email, and web conferencing to understand needs, propose Splunk solutions, manage the sales pipeline using Salesforce, and drive deals from lead generation to closing. The role requires collaboration with BDRs, field sales, and partners to ensure customer success and achieve sales targets in the IT solutions, security, and observability space.

Must Have

• Communicate effectively with customers via phone, email, and web meetings to understand needs and propose Splunk solutions.
• Manage sales pipeline accurately using Salesforce (SFDC) and provide quarterly forecasts.
• Follow up on leads in collaboration with BDRs and nurture customer relationships.
• Form agreements with customers at each pipeline stage.
• Collaborate smoothly with internal teams (field sales, PAM, BDR) and partner companies.
• 3+ years of sales experience in enterprise IT solutions (data analysis, security, observability) or SaaS sales.
• Experience managing the entire sales cycle from prospecting to closing.
• Ability to develop new deals, expand pipelines, and identify upsell opportunities.
• Strong sense of responsibility for pipeline and sales targets.
• High verbal and written communication skills.
• Adaptability to the fast-paced IT industry and continuous learning.

Good to Have

• Deep understanding of security and IT operations.

Perks & Benefits

• Support for growth and a respectful working environment.
• Opportunities to learn and grow with technology, resources, and industry experts.
• Benefits designed to support well-being, time away, and family.

Cisco Group member Splunk is creating a safer and more resilient digital world with an end-to-end, full-stack platform optimized for the hybrid and multi-cloud era. Many leading companies use Splunk's integrated security and observability platform to ensure the safety and reliability of their digital systems. However, what makes Splunk a special career destination is not only its innovative technology but also its supportive and warm working environment where people support each other. We value a culture of mutual growth and respect for employees working anywhere in the world.

At Splunk, we welcome not only your experience and skills but also your passion, curiosity, and individuality. Would you like to thrive in an environment where you can be yourself and grow, supporting the success of companies with your team? The Splunk team will fully support your challenges.

Key Important Roles

An Inside Sales Representative directly communicates with customers via phone, email, and web conferencing to understand their challenges and needs, consistently handling Splunk solution proposals, deal generation, and closing. They utilize Salesforce for accurate pipeline management and forecast formulation, and collaborate with BDRs for lead follow-up and nurturing to create new deals and expansion opportunities. They also work with field sales, partner account managers, and partner companies to smoothly facilitate customer agreement and the order process. This role requires driving growth through new customer acquisition and upselling to existing customers, a sense of responsibility for results, and demonstrating a willingness to learn and adapt, while building trust with internal and external stakeholders to achieve sustainable results.

Main Job Responsibilities

Deal Management and Lead Response

• Understanding Customer Challenges and Proposing Solutions: Effectively communicate with customers via phone, email, and web meetings to understand their explicit and latent needs and challenges, and consistently drive Splunk solution proposals from presentation to contract.
• Managing Sales Activities: Accurately manage the sales pipeline using Salesforce (SFDC), entering and updating necessary information in a timely manner for each stage.
• Formulating and Reporting Forecasts: Appropriately manage the assigned sales pipeline and precisely formulate and report quarterly forecasts.
• Lead Follow-up and Nurturing: Appropriately follow up on leads obtained from events and marketing initiatives in collaboration with BDRs to convert them into deals, and continuously build relationships with customers who are not immediately ready for a deal.

Engagement and Team Collaboration

• Customer Agreement Formation: Appropriately form necessary agreements with customer representatives for each stage of the pipeline.
• Internal Collaboration: Smoothly communicate with field sales, Partner Account Managers (PAM), Business Development Representatives (BDR), etc., to continuously understand and resolve customer challenges.
• Collaboration with Partners: Collaborate with partner companies to accurately understand the status of partner-led deals and support the partner's order process.

Desired Candidate Profile

Individuals with Sales Experience and Achievements

• Sales experience in IT solutions for enterprises (data analysis, security, observability, etc.) (approx. 3+ years), OR experience achieving sales targets in SaaS sales for end-users (approx. 3+ years).
• Experience proactively managing the entire sales cycle from prospecting to closing.

Individuals with Deal Development Capability and a Growth Mindset

• Ability to develop new deals, expand pipelines, and discover upsell opportunities for existing customers.
• Experience utilizing and collaborating with partner ecosystems that support run-rate business.
• Always having a willingness to learn and a growth mindset, and being able to improve one's skills and results.
• Ability to learn about Splunk solutions and the latest trends in the IT industry and apply them to daily sales activities and customer proposals.

Individuals with a Results-Oriented Mindset and Strong Numerical Acumen

• Having a sense of responsibility for pipeline and sales targets and being able to take action.
• Ability to grasp deal progress and KPIs with data and utilize them for the next action.

Individuals who are Team Players yet Self-Reliant

• Ability to act proactively while smoothly collaborating with field sales, BDR, PAM, and partner companies.
• Ability to build trust with internal and external stakeholders and achieve results.

Individuals with Communication Skills and Adaptability

• High communication skills, both verbal and written, and ability to convey clearly to customers and teams.
• Ability to prioritize work, and approach it with accountability and discipline.
• Ability to adapt to the fast-paced IT industry and continuously learn about new technologies and business.

Welcome Requirements

• Deep understanding of security and IT operations.

Why Cisco?

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.