Sales Engineering Manager - Germany in Frankfurt am Main bei Splunk

Splunk are currently seeking a highly motivated, results-oriented individual to lead a part of our German Sales Engineering organization. This position will be a leadership position, working closely with Splunk’s Sales and Channel organizations on the solution and technical aspects of selling Splunk’s solutions to our clients. This position reports to Splunk EMEA Central Sales Engineering AVP.

This is an opportunity to work at a company that is changing the way that information is used to support business decisions.

You will be responsible for actively leading and managing a Sales Engineering organization to mostly assist in the technology stages of the sales process, working in conjunction with the sales team as the key technical advisor and advocate for Splunk’s solutions and services. Splunk Sales Engineers must be able to discover customers' pains and understand use cases with a consultative approach. They also answer technical questions from clients regarding Splunk technology, features, solutions, applications as well as articulate Splunk technology and solution positioning to both business and technical users. This individual will be responsible for the hiring, coaching and development of this team. As a Sales Engineering Manager, you will take an active role in the Splunk EMEA Central Leadership Team.

As Sales Engineering Manager (m/f/d) your primary responsibilities will be to:

• Lead and manage a world-class, high performance SE team.

• Be a business partner of the Area Vice President for Sales in Germany.

• Be able to identify and hire top talent into the Sales Engineering organization.

• Mentor and Coach Sales Engineers.

• Define development and performance plans to maximize the potential and performance of the individual members of the Sales Engineering team.

• Identify strategies and tactics to improve the operational effectiveness (in an on-going manner) and results of the team. For example, work closely with the Sales Engineering team to develop and continually improve Sales Engineering best practices and processes

• Develop and drive customer facing initiatives and activities to generate business outcomes.

• Provide oversight on important Sales Engineering activities, such as PoC/PoV planning and execution, approval of RFI/P responses, ensuring that the Sales Engineering team are SE Certified and able to deliver compelling product demos, solution overview presentations and discovery.

• Work closely with the other EMEA Central SE Managers on the prioritization and scheduling of Sales Engineering resources to support important sales opportunities.

• Participate in account planning meetings to understand on-going activities within important accounts and to identify new and follow up opportunities.

• Work with sales management to drive product, services revenue and secure renewals.

As a leading member of the EMEA Central Sales Engineering Team you must also take a lead role in important sales activities, such as:

• Provide technical leadership and vision.

• Write and deliver excellent presentations; both business focused and technical presentations.

• Demonstrate Splunk solutions to prospects, both onsite and remotely.

• Attend and demonstrate Splunk solutions at field events, such as conferences and trade shows.

• Answer complex technical and competitive questions plus address customer concerns to a successful outcome.

• Develop relevant Sales Engineering material, e.g. business cases/ROI, competitive insight documents, etc to persuade clients of the superior value, benefits and capabilities of Splunk’s solutions.

Business Knowledge and Experience:

• Domain knowledge and experience from one or more of the following areas:

• Big Data (from a data management perspective)

• Application Performance Management

• Cyber Security

• Business Intelligence/Web Analytics

• IT Operational Intelligence, AIOps and Observability

• A knowledgeable understanding of the financial services, insurance, telecommunications and/or retails markets, with a proven track record of selling into Enterprise organizations as well as the public sector. Needs to understand the business challenges/drivers, technology and market challenges of these types of organizations.

• Ability to develop a strong understanding of each target client’s business, operations and industry trends, including understanding the strategic business and technology goals. Understand the client’s buying process.

• Understands how Splunk’s solutions can provide capabilities and