Sales Development Representative (Remote)

About The Team

Splunk, a Cisco company, is at the forefront of building a secure and resilient digital world. Our end-to-end, full-stack platform is designed for hybrid, multi-cloud environments, empowering leading enterprises to secure and optimize their digital systems. While our technology is highly regarded, it's our dedicated and supportive employees that make Splunk an exceptional place to build a career. We foster a culture of kindness and collaboration at all levels of the organization, globally. We encourage you to bring your experience, problem-solving skills, and talent, along with your enthusiasm and passion. Join us in helping organizations thrive while advancing your own career with a team that values your contributions.

This role can be performed anywhere in the United States.

Your Impact

Due to our significant growth, we are seeking high caliber individuals to join our Digital Sales organization. As a Discretionary BDR, you will contribute to the success of our strategic, enterprise, and mid-market businesses by collaborating with our Sales teams to generate opportunities within existing customer and prospect accounts.

Skills You Can Develop In This Role

• Account-Based Strategy: Unlock the potential within your accounts by creating pipeline, communicating, and delivering account plans.
• Territory Planning: Master the concepts of territory management by researching and clustering accounts into strategic segments, and establishing new connections within each.
• Ecosystem Navigation: Enhance your networking skills and understanding of the customer buying process as an integral part of the account team, showcasing your presentation and storytelling abilities.

What You'll Do

• Develop prospecting strategies tailored to specific accounts or territories, based on your insights and Splunk's objectives.
• Collaborate with sales to generate pipeline within your assigned region.
• Design and implement your own campaigns, enhancing our existing campaign library and partnering with Sales & Marketing.
• Cold outbound prospecting to grow current customers and introduce our portfolio to new prospects.
• Identify relevant initiatives and projects for assigned accounts, articulate their importance, and demonstrate how Splunk provides valuable solutions.

Minimum Qualifications

• 1+ years of demonstrated experience in selling or pipeline generation for technology solutions.

Preferred Qualifications

• Experience with Account-Based Marketing (ABM) is a plus.
• Validated ability to apply specific solutions to address customer challenges and achieve desired outcomes; you holistically assess prospect needs to recommend appropriate products or services.
• Experience managing a sales pipeline, coordinating and monitoring sales activities, customer interactions, and other key signals to drive predictable, efficient, and effective revenue generation.
• Experience developing and implementing account planning strategies to identify key decision-makers, understand customer needs, and tailor sales approaches.
• Ability to deliver concise messaging that optimally communicates the value of our SaaS solutions to potential buyers.
• Adept at evaluating potential prospects to determine their likelihood of becoming a customer.
• Successful prospecting experience, including applying industry knowledge and market intelligence to secure initial meetings with prospective customers.
• Adaptability to changing situations and priorities, thriving in a dynamic sales environment.
• Strong resilience in handling rejection, overcoming obstacles, and maintaining a positive demeanor in a fast-paced sales environment.
• Collaboration skills; successfully working towards a common goal with prospects, customers, partners, and colleagues.
• Time management skills; choosing the most effective way to approach projects and achieve goals while working independently.
• Growth Mindset, Customer First approach; focusing on solutions when resolving customer and sales deal challenges. Meeting challenges directly to offer custom solutions and solve problems.
• Credible communicator who exemplifies confidence and experience through a professional demeanor.

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.

Compensation & Benefits

The starting salary range posted for this position is $87,400.00 to $118,300.00 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
• 401(k) plan with a Cisco matching contribution
• Paid parental leave
• Short and long-term disability coverage
• Basic life insurance
• Restricted stock units

Paid time away:

• 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
• 4 paid days off for personal wellness
• Non-exempt employees receive 16 days of paid vacation time per full calendar year
• Exempt employees participate in Cisco’s flexible vacation time off program
• 80 hours of sick time off provided on hire date and each January 1st thereafter
• Up to 80 hours of unused sick time carried forward
• Additional paid time away for critical or emergency issues for family members
• Optional 10 paid days per full calendar year to volunteer

Sales Incentive Pay:

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:

• 0.75% 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%.
• 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.

Applicable full salary ranges for this position, by specific state:

• New York City Metro Area: $87,400.00 - $133,200.00
• Non-Metro New York State & Washington State: $86,200.00 - $129,900.00

Employees in Illinois will participate in a unique time off program to meet local requirements.

Key skills/competency

• Sales Development
• Prospecting
• Pipeline Generation
• Account Management
• Territory Planning
• SaaS Sales
• Cold Calling
• Lead Generation
• Relationship Building
• Sales Strategy