Responsibilities

• Own the global sales play portfolio end to end, defining the prioritization framework, sequencing, and investment trade-offs based on product strategy, market opportunity, segment economics, and field feedback.
• Serve as lead designer for the highest-complexity, highest-visibility plays and as the escalation point for play quality, defining the methodology, quality bar, and templates other product marketers build against.
• Translate product innovation and messaging into structured plays that technical and non-technical sellers can activate — messaging frameworks, discovery questions, competitive landmines, objection handling, and enablement assets — and drive adoption through launch and sustain motions.
• Operationalize the measurement model for play effectiveness (attach rate, influenced pipeline, win rate, cycle time), deliver executive-level readouts to senior Field and GTM leadership, and recommend where to scale, refine, or sunset plays based on the evidence.
• Set the strategy for Splunk's competitive takeout motions — displacement, win-back, and consolidation — and own the supporting play portfolio and core asset set across priority competitors in partnership with Competitive Intelligence.
• Design and lead targeted competitive enablement, from large-scale programs to focused geo-based sessions on a single competitor and build scalable delivery models so demand does not depend on your personal bandwidth.
• Partner with Global Field Enablement to embed plays into the enablement calendar, onboarding, certification paths, pipeline reviews, account planning, QBRs, and Sales Kickoff so play usage becomes part of the standard sales operating rhythm.
• Drive alignment across Product Marketing, Demand Generation, Marketing Operations, and Sales Operations on narrative, targeting, and instrumentation; institutionalize win/loss and field feedback into a continuous refinement cycle; and mentor product marketers and enablement partners on play design and field activation.

Requirements

• 10+ years of experience across product marketing, digital marketing, sales enablement, or field-facing GTM roles, including 3+ years owning programs at global or multi-theater scale.
• 5+ years of experience building and launching sales plays or GTM programs from scratch, including defining the messaging framework, enablement assets, and launch motion.
• 5+ years of experience supporting B2B SaaS or subscription sales cycles, including direct work on field execution or competitive displacement motions.
• 3+ years of experience translating product or corporate strategy into documented sales-facing frameworks — such as plays, discovery guides, qualification models, or objection-handling assets — adopted by a sales organization.
• 3+ years of experience defining success metrics for GTM programs and using performance data (such as attach rate, influenced pipeline, win rate, or cycle time) to scale, refine, or sunset those programs.

Preferred

• Experience in observability, security, or data platform markets.
• Experience building an enablement or sales play framework that was adopted as a company-wide standard.
• Demonstrated ability to influence and earn credibility with senior Sales and GTM leaders at the VP level and above without formal authority.
• Experience mentoring product marketers or leading virtual teams and cross-functional working groups.
• Comfort setting direction in ambiguous, undefined problem spaces and making trade-off decisions with incomplete information.

Benefits

• 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.