Strategic Account Manager

Responsibilities

• Strategic account ownership: Assume end-to-end commercial responsibility for SAP, including account strategy, pipeline development, renewals, expansion and long-term customer value.
• Executive relationship management: Build, maintain and expand trusted relationships with senior stakeholders across SAP, including CISO, CIO, CTO, Infrastructure, Cloud Operations, Security, Procurement and relevant business and product organizations.
• Protect and grow: Secure and renew the existing Splunk footprint while identifying and developing new opportunities across Security, Observability and the broader Splunk platform.
• Global account orchestration: Navigate SAP’s complex global organization, where stakeholders, budgets and decision-making authority may span corporate functions, business units, regions and countries.
• Extended team leadership: Lead the virtual account team across Splunk and Cisco, including Sales Engineers, Customer Success, Professional Services, specialists, executives and partners, without direct authority.
• Cisco and Splunk alignment: Develop and execute a joint account strategy with the Cisco account organization, leveraging the combined portfolio, executive relationships and global reach of Cisco and Splunk.
• Program-based execution: Manage the account through a structured, multi-year engagement plan with clear priorities, milestones, mutual action plans and executive governance.
• Value-based selling: Connect Splunk’s capabilities to SAP’s strategic priorities, including cyber resilience, secure cloud operations, digital services, AI-enabled operations, business continuity and operational efficiency.
• AI-driven selling and productivity: Position Splunk’s AI-powered Security and Observability capabilities credibly while using internal AI tools to accelerate account research, stakeholder analysis, strategy development and execution.
• Negotiation and closing: Lead complex contract negotiations, enterprise agreements, renewals and executive presentations, aligning customer value with sustainable commercial outcomes.
• Strategic opportunity development: Identify and develop transformational use cases and multi-year initiatives rather than relying primarily on individual, opportunistic transactions.
• Customer success and adoption: Work closely with Customer Success, Professional Services, Support and product teams to drive adoption, demonstrate measurable value and strengthen SAP’s long-term commitment to the Splunk platform.
• Internal advocacy: Represent SAP’s priorities, requirements and feedback within Splunk and Cisco, engaging Product Management, Engineering, Legal and senior leadership when appropriate.
• Market and competitive intelligence: Maintain a strong understanding of SAP’s strategy, technology environment, competitive landscape and key industry developments affecting the account.
• Forecasting and operational discipline: Maintain accurate account plans, pipeline data and forecasts, providing leadership with clear insight into opportunities, risks, dependencies and required actions.