Business Value Advisor

Role

As a strategist, pragmatist, and innovative thinker within our Strategic Advisory Group, you, the

Business Value Advisor, will develop and execute strategies that build pipeline opportunities,

and drive growth within the assigned theater. You will establish data-centric business strategies

for our clients, fusing the practices of design and strategy to structure the business impact of

data at a strategic, operational, and organisational level. Leveraging the Data-to-Everything

Platform, the BVA is responsible for collaborating, shaping and leading activities throughout the

engagement lifecycle, with opportunities to influence and shape the impact data has on the

world. As a senior influencer, you will work with the sales management teams to develop

account strategies and assist in determining multi-year plans to expand Splunk's portfolio

across the key buying centers and into the lines of business. Strategic priorities and execution

will be governed by the customer’s business imperatives and mapped to Splunk's capabilities

across the portfolio to meet and exceed the customer’s desired outcomes. You will also partner

with our sales leaders to drive the operational cadence, advise on critical accounts and

opportunities, and assist in the preparation of content to include sales campaigns, deal framing,

pricing structure, and negotiation strategies.

**Responsibilities**:

- Ensure customer success
- Proactively assists with the framing of deal “psychology” within an account
- Be a credible trusted advisor at the C-Level and align the customer’s strategic

imperatives endorsed by the Executive Buyer
- Research and communicate insightful, fresh messages relating to our clients and

colleagues such that you establish trust and contribute to thought leadership
- Build an economic foundation to support business cases
- Achieve our data-to-everything (D2E) vision
- Reduce year-to-year renewal risk
- Participate in AVP forecast calls with customer centric data
- Drive deal strategy, planning, and review sessions
- Define, build, and execute transformation programs and 3-year value programs in the

accounts
- Support new business development efforts by providing expert information in pitch

presentations and executive client meetings
- Research and derive insight from a wide variety of client materials, interviews, external

sources, analytics and data sources to build a hypothesis to support a (business

background) viewpoint
- Shape and lead innovative and pragmatic customer engagements that translate outputs

from discovery, design and delivery into data transformative solutions
- Work with cross-functional teams (including Sales, pre-sales, Customer Success,

Industry Specialists, Technology and Marketing Teams) to co-create a compelling case

for change
- Create simple clarity for the sales team and the client through visual storytelling
- Work with AVP level regional sales leadership to define Splunk positioning in the

account including expected revenue to increase Splunk’s share of wallet
- Execute internal & external consultative workshops to discover the business initiatives,

goals, and strategies of our most strategic customers

**Requirements**:

- Enjoys the art of storytelling to frame solutions and possess exemplary verbal,

presentation, and written communication skills
- Experience in Cloud (SaaS) innovation and transformation consulting with a passion for

data and the impact this has on value creation
- Experience driving and executing 7 & 8 figure software sales/SaaS deals and references

to prove success
- Success with development & refinement of multi-year adoption strategy & construction of

a comprehensive business case
- Has a broad experienced business and strategy consulting background, with strong

business acumen and proven knowledge of business strategy, business case creation,

design thinking, and experimentation/agile organizations
- Has a “swiss army knife” approach to solving problems; as comfortable in design

thinking as using spreadsheets
- Is comfortable leading the communication of discovery findings, conceptual ideas, north

star visions, and strategic rationale both verbally and visually
- Can facilitate, navigate and guide a team through the complexities of engagements and

manage political dynamics
- Experienced with senior executive engagement and cross-functional team leadership

both internally and externally
- Is comfortable with ambiguity and navigating multiple stakeholders and their disparate

needs
- Comfortable being uncomfortable in a fast moving, hyper growth sales environment

Desired (nice to have)
- Experience with an iACV comp model
- Know what Splunk is
- 10+ years of selling enterprise SaaS experience combined with leading SaaS sales

teams (2nd line experience a plus)