Business Practices Manager at Splunk in New York, NY
Job Narrative:
Customer Facing:
Business Practice's organization partners with our sales teams and customers in structuring. mutually beneficial transactions that represent both parties' interests. (Win/Win) Splunk Facing:
As the commercial terms subject matter expert, Business Practices educates and guides our internal business partners to ensure our transactions align with our corporate objectives. Role and
Responsibilities:
Strategy Support month end by addressing challenges to assist with closing opportunities in a timely manner driving urgency to support the sale leadership Facilitate and answer I Need Help tickets assigned to Business Practices in a timely manner Support the sales teams with possible solutions or pre-approved special terms to offer based on terms arising during customer negotiations Participate in forecast calls and advise on deal construction based on potential gaps, or observations of missing quotes, expired quotes, or special terms Work with RSD/AVP's on presenting current information relating to programs, initiatives, and deal structure at QBRs. Programs Be an expert in Splunk Buying Programs as outlined on BP Landing Page to advise and guide the Field with constructing our repeatable programs and solutions through leveraging of the BP Landing page. Must be able to accurately articulate, model and guide the sales teams on all programs. Propose new processes and/or solution offerings to solve issues that arise based on engagement with sales teams and Global Business Practice initiatives & Projects Proactively engage on BP projects drive activities and deliver on actions in a timely, operationally excellent manner Proactively work with RSD/APVs to enable sales motions for Theater specific requirements. Operational Excellence Support Sales on Splunk Policies and Processes including but not limited to:
Implied Support, iACV, ARR Growth, Order Docs, Channel Considerations, AWS and GCP Market Place, Licensing Models, Programs, Pricing. In order to enable and support the organization, have a working understanding of the sales systems and limitations (e.g. Salesforce, CPQ, Clari and Apptus). Create, generate, and make revisions of Order Documents (Custom contract based on approved commercial terms) and facilitate approvals with business partners, including working with legal on redlines and revisions from customers. Track approved customer language and add it to the Unique Terms Tracker. The Big Bet Review Process with what accounts/transactions have qualifying criteria, scheduling and/or pulling relevant information as needed. Support and work with BP Directors on leading Negotiation Close Workshops. Provide insight as requested to Deal Desk.
Qualifications:
Three plus years of experience analyzing data (data management, data quality audit, documentation and visual presentations of results) in a fast-growing software enterprise company. Articulate with demonstrated ability to interface, influence, and work with a wide variety of individuals at all levels of the organization. Experience with reporting and administration. Managed results driven sales programs and possess project management skills Excellent Communication Skills, Strong Problem-Solving Skills, Detailed Oriented, & Google and MS Office Skills Self-motivated, driven individual who is comfortable working in a worldwide and fast paced environment (or thrives in a fast-paced, high growth, rapidly changing environment) Exceptional interpersonal, written and presentation skills Able to work independently and remotely from other members of your team and corporate Strong analytical skills; should have the ability to evaluate, analyze, and present data Accuracy and impeccable attention to detail Identifying issues and opportunities for improvement, recommending solutions, and implementing them Bachelor's degree.
Salary Range:
$80K -- $100K
Minimum Qualification
Technical Project ManagementEstimated Salary: $20 to $28 per hour based on qualifications.
Customer Facing:
Business Practice's organization partners with our sales teams and customers in structuring. mutually beneficial transactions that represent both parties' interests. (Win/Win) Splunk Facing:
As the commercial terms subject matter expert, Business Practices educates and guides our internal business partners to ensure our transactions align with our corporate objectives. Role and
Responsibilities:
Strategy Support month end by addressing challenges to assist with closing opportunities in a timely manner driving urgency to support the sale leadership Facilitate and answer I Need Help tickets assigned to Business Practices in a timely manner Support the sales teams with possible solutions or pre-approved special terms to offer based on terms arising during customer negotiations Participate in forecast calls and advise on deal construction based on potential gaps, or observations of missing quotes, expired quotes, or special terms Work with RSD/AVP's on presenting current information relating to programs, initiatives, and deal structure at QBRs. Programs Be an expert in Splunk Buying Programs as outlined on BP Landing Page to advise and guide the Field with constructing our repeatable programs and solutions through leveraging of the BP Landing page. Must be able to accurately articulate, model and guide the sales teams on all programs. Propose new processes and/or solution offerings to solve issues that arise based on engagement with sales teams and Global Business Practice initiatives & Projects Proactively engage on BP projects drive activities and deliver on actions in a timely, operationally excellent manner Proactively work with RSD/APVs to enable sales motions for Theater specific requirements. Operational Excellence Support Sales on Splunk Policies and Processes including but not limited to:
Implied Support, iACV, ARR Growth, Order Docs, Channel Considerations, AWS and GCP Market Place, Licensing Models, Programs, Pricing. In order to enable and support the organization, have a working understanding of the sales systems and limitations (e.g. Salesforce, CPQ, Clari and Apptus). Create, generate, and make revisions of Order Documents (Custom contract based on approved commercial terms) and facilitate approvals with business partners, including working with legal on redlines and revisions from customers. Track approved customer language and add it to the Unique Terms Tracker. The Big Bet Review Process with what accounts/transactions have qualifying criteria, scheduling and/or pulling relevant information as needed. Support and work with BP Directors on leading Negotiation Close Workshops. Provide insight as requested to Deal Desk.
Qualifications:
Three plus years of experience analyzing data (data management, data quality audit, documentation and visual presentations of results) in a fast-growing software enterprise company. Articulate with demonstrated ability to interface, influence, and work with a wide variety of individuals at all levels of the organization. Experience with reporting and administration. Managed results driven sales programs and possess project management skills Excellent Communication Skills, Strong Problem-Solving Skills, Detailed Oriented, & Google and MS Office Skills Self-motivated, driven individual who is comfortable working in a worldwide and fast paced environment (or thrives in a fast-paced, high growth, rapidly changing environment) Exceptional interpersonal, written and presentation skills Able to work independently and remotely from other members of your team and corporate Strong analytical skills; should have the ability to evaluate, analyze, and present data Accuracy and impeccable attention to detail Identifying issues and opportunities for improvement, recommending solutions, and implementing them Bachelor's degree.
Salary Range:
$80K -- $100K
Minimum Qualification
Technical Project ManagementEstimated Salary: $20 to $28 per hour based on qualifications.
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