As the account executive (or RSM), I am the lead externally-facing Splunk employee in charge of a given account/territory/region. In this role, my primary responsibility is carrying a sales quota pertaining to that account/territory/region. In this capacity, I function as the “quarterback” for the account. Therefore, I need to understand the customer’s business objectives and vision and then leverage the resources around me to help them achieve their goals. This oftentimes means coordinating with various divisions in Splunk to ensure the customer is positioned for success and present all of our capabilities. In this role, you have to be able to work with and lead others and not lose focus on your sales quota. This requires advocating for your customer, their vision and even guiding your colleagues and how they can best support the project. It can be both exciting and challenging and is a great way to holistically learn about our business.