Director, Sales - Splunk Federal INTEL/Defense

Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received.

Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received.

This role can be performed from any location in Maryland, Washington DC, or Virginia.

Federal Sales Leaders are at the forefront of Splunk and Cisco's business. They play a crucial role in driving growth and selling enterprise software solutions to PBST Sector Agencies and lead world-class, high-performing sales teams. We are seeking an outstanding professional to join our team as the Director, Sales for Splunk's Federal Defense sales team. You have a measurable track record in building and leading hard-working sales organizations. In this role, you will:

Responsibilities: 

• Directly lead the sales leaders covering PBST- Defense and work closely with assigned technical resources and other functional teams. 
• Consistently deliver software license revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year. 
• Review the activities and performance of staff under supervision, setting expectations and providing mentorship and direction as needed; ensure that managers do the same for their staff. 
• Accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines. 
• Effectively manage segment by considering all accounts collectively; establish accurate account plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to achieve overall results. 
• Put into place sales force structure, sales process strategies, and strategic resource plans that will capture key revenue opportunities in target markets throughout the Region. 
• Develop & lead integrated campaigns with Marketing, Channel, Alliance, BD and Customer Success teams to drive pipeline growth. Monitor results and adjust strategies as needed. 
• Focus on new customer acquisition. 
• Maintain market and competitor intelligence and develop strategies to maintain the Company’s competitiveness. 
• Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to build a seamless customer experience. 
• Use CR, analytics and reporting systems (Salesforce) extensively. 

Minimum Qualifications: 

• 7+ years leading Defense and/or Intelligence sales teams. Second or third line sales management is required
• At least 8 years of direct (software/SaaS) selling experience to large enterprises and/or Public Sector
• +3 years selling software or SaaS solutions within the INTEL/NATSEC community
• Proven history of consistently meeting/exceeding sales quotas personally and as a sales leader
• Active TS/SCI clearance
• Must live within the DC Metro Region and able to work in the office as needed
• Willing to travel up to 50% to client sites, conferences and networking events

Preferred Qualifications

• 10+ years leading Defense and/or Intelligence sales teams. Second or third line sales management
• 5+ years of experience selling government SaaS to INTEL/NATSEC
• TS/SCI/Poly clearance
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions. 
• Experience with cloud / SaaS solutions is a huge plus
• Relevant software industry expertise in any of the following: IT systems, enterprise or infrastructure management, application development and management, cyber security, business applications and/or analytics.
• Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations. 
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization. 
• Bachelor's degree or equivalent job experience 

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. 

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 of unused sick time carried forward from one calendar year to 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:

Non-Metro New York state & Washington state:

* 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.