• Own end-to-end pharma IT sales: from discovery to close • Translate regulatory needs into tailored proposals • Convert multi-stakeholder deals into signed contracts • Run the full cycle from the first real conversation to a signed contract • Take warm handoffs from the BDR team and own the full sales cycle through close • Running consultative discovery where regulatory and technical context genuinely matters • Build proposals with solution consultants that address the client's actual problem and not a template • Keep your pipeline clean, current, and moving — without being chased • Represent the company at industry events and client sites when required

Title: Account Executive, Splunk - FSI Location: San Francisco, California, US Job Description: The application window is expected to close on: Job posting may be removed earlier if the position is filled or if a sufficient number of applications are received. Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back. This is a remote role for someone based in the greater NYC or San Francisco area Role Summary We are seeking a hardworking, driven, sales professional to drive revenue growth calling on large enterprise accounts. Regional Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Splunk. We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. The work you’ll do will directly impact the experience of our customers. What you'll get to do You will establish a vision and plan to guide your long-term approach to pipeline generation. You will consistently deliver license, support, and service revenue targets – dedication to the number and to deadlines. In addition, you will: - Land, adopt, expand, and deepen sales opportunities. - Explore the full spectrum of relationships and business possibilities across the client’s entire org chart. - Become known as a thought-leader in machine learning and predictive analytics. - Expand relationships and orchestrate complex deals across more diverse business stake-holders. - Holistically embrace, access, and apply the channel to identify and open new, unchartered opportunities. - Work as a team for the most efficient use and deployment of resources. - Provide timely and informative input back to other corporate functions. Must-have Qualifications - 5+ years of direct sales experience selling enterprise software to large enterprises (required) in fast-growing, changing, and driven environments. - Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization. - Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions. - Success adapting in fast-growing and changing environments Nice-to-have Qualifications We’ve taken special care to separate the must-have qualifications from the nice-to-haves. “Nice-to-have” means just that: Nice. To. Have. So, don’t worry if you can’t check off every box. We’re not hiring a list of bullet points–we’re interested in the whole you. - Previous experience applying partners, channels, and alliances to sell more efficiently and overachieve your quota. - Relevant software experience in any of the following: IT systems, enterprise or infrastructure management, application development and management, DevOps, security, business applications, and/or analytics. Subscription, SaaS, or Cloud software experience is preferred. - Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory. - Strong executive presence and polish, and excellent listening skills. - Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies is a plus. 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. Message to applicants applying to work in the U.S. and/or Canada: The starting salary range posted for this position is $317,900.00 to $401,200.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits. 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: $317,900.00 - $461,500.00 Non-Metro New York state & Washington state: $304,700.00 - $454,700.00 * 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.

• Prospect, hunt, and secure strategic new-logo enterprise accounts within your assigned territory. • Perform deep discovery to understand complex operational challenges and deliver tailored, value-based solutions that yield clear financial returns. • Lead the entire enterprise sales lifecycle, from qualification and solution design to technical validation, procurement, and contract signing. • Establish and nurture trusted relationships with C-level executives, IT leaders, and business stakeholders across target organizations. • Partner closely with internal Product, Marketing, Legal, Finance, and Pre-Sales Engineering teams to construct and align technical proposals with customer goals. • Maintain a healthy, accurately BANT forecasted sales pipeline to consistently hit or exceed monthly, quarterly, and annual revenue targets. • Attend in-person events to strengthen relationships with prospects and customers. • Present sophisticated cost-benefit analyses, business cases, and ROI metrics to customer CFOs and procurement committees.

• Represent the surgical glaucoma product line to eye care professionals (ECPs) • Address the needs of ECPs regarding their patients • Achieve territory level and corporate business objectives by selling and promoting New World Medical glaucoma products • Provide product and technical consultation to ECPs on the appropriate use of surgical glaucoma products • Create and execute a strategic plan and routing schedule for the territory • Plan and execute pre-booked calls daily • Facilitate wet labs with targeted teaching institutions • Develop and maintain customer relationships • Respond to all customer requests within twelve hours • Participate in conventions, educational events, etc. • Manage and prioritize time to achieve territory goals • Perform all administrative responsibilities.