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Lead and manage a team of Account Executives to develop the public administration business in Italy for Splunk. Drive sustainable growth by aligning solutions with customer needs and managing executive-level relationships.
Requires a minimum of 12 years of experience with a Bachelor's degree (or equivalent advanced degree) and at least 2 years of supervisory experience managing Account Executives. Fluency in both Italian and English is mandatory.
Sales Leader for Splunk, based in Roma, This role will develop the business of the public administration in Italy and manage a small team of Account Executives.
Leads and manages direct account teams, accountable for team performance and portfolio profitability, serves as an influencer in customers purchasing decisions. Builds and sustains strong, long-term relationships with broad range of customer and buyer stakeholders (e.g., CTO, CIO, CFO, Purchasing leaders, Partner Executive, LOB, Buyer or Partner sales managers and decision makers). Collaborates with customers to understand their business goals, identify opportunities for upsell/cross-sell additional solutions, and create demand based on what's possible in customer roadmaps. Serves as the Account Orchestrator, aligning and integrating solutions with customer needs, driving sustainable cross-portfolio growth through coordination and competitive deal packing. Leads both the product and services strategy, across portfolio or architecture. Maintains a comprehensive understanding of Cisco’s full product portfolio. Engages specialist teams to enhance the sales process, particularly in areas where deep technical expertise is required. Builds the sales funnel through opportunity development and drives opportunities through to sales completion to achieve revenue goals. Reviews business plans and forecasting data and presents to senior leadership to shape data driven account strategies
•Stays informed about industry trends, market dynamics, and competitive landscapes
• Specialization and Focus - May be organized by geography/segment/vertical/account set
• Customer Engagement and Accountability - Customer facing time varies by segment/GEO but can range from 25-50%, Amount of influence varies by segment/GEO but ranges from Moderate to High
• The Internal Sales Process - Indirect influence on roles not reporting into it
• Corporate Interlock - Cross functional team (Mid to High Corporate Interlock)
• Typical Sales Cycle - Generally runs 3-6 months, may range by segment and may be longer for more complex sales opportunities, ( as long as 18-24 months)
• Success Measures - Varies substantially by Geo/Segment; may include:, Team performance metrics (build, manage effective team, attract/retain top talent), Goal attainment, Recurring Revenue, Renewal rates, Territory YOY growth, New logos
What You'll Do:
• Typically leads an account team managing a broad portfolio, and/or teams managing product specific architecture teams
• Accountable for sales growth across multiple years for particular product(s), portfolio(s) or region(s)
• Manages to financial and strategic objectives including growth, profitability, entering new markets or launching new product lines
• Directs resource utilization in accordance with strategic sales priorities and based on guidance from global corporate leadership
• Reviews forecasts and other sales data to suggest and remediate any sales tactics, offers aggregated feedback from multiple accounts to influence sales planning
• Oversees consistent execution of sales strategies by streamlining processes and aligning team efforts across field, partner and virtual teams
• Leads team in competitive analysis and planning, translating insights into actionable tactics
• Refreshes as needed, or refines customer success metrics that align with typical sales tactics deployed by own teams
• Coordinates joint planning sessions between partner, virtual, and field teams for assigned accounts
• Leads skill-building workshops for team members to improve quota attainment
• Manages executive-level relationships
Minimum Qualifications:
You currently be managing a team of Individual Contributors Account Executives for an Enterprise Sales Software Company and be based in Rome.
Bachelors + 12 years of related experience, oMasters + 8 years of related experience, or
PhD + 5 years of related experience
Also requires 2+ years of supervisory
experience.
Fluent Italian and English
Preferred Qualifications:
Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.
THIS JOB DESCRIPTION DOES NOT APPLY FOR EMPLOYEES IN AUSTRIA, BELGIUM, FRANCE, GERMANY & NETHERLANDS
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.
We securely connect everything to make anything possible.
Cisco is the worldwide technology leader that is revolutionizing the way organizations connect and protect in the AI era. For more than 40 years, Cisco has securely connected the world. With its industry leading AI-powered solutions and services, Cisco enables its customers, partners and communities to unlock innovation, enhance productivity and strengthen digital resilience. With purpose at its core, Cisco remains committed to creating a more connected and inclusive future for all.
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