Splunk, a Cisco company, is building a safer and more resilient digital world with an end-to-end full stack platform made for a hybrid, multi-cloud world. Leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. Our customers love our technology, but it's our caring employees that make Splunk stand out as an amazing career destination. No matter where in the world or what level of the organization, we approach our work with kindness. So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you. Come help organizations be their best, while you reach new heights with a team that has your back.
Role Summary
The Renewal Sales Representative is responsible for managing & selling Term and Cloud license renewals of Splunk's industry-leading software, working in close cooperation with Sales and Success Management teams to maximize retention, minimize churn risk, and drive growth on the Renewal event.
The ideal candidate will have a consistent track record of success renewing Term and/or Cloud Licenses/ Software Subscriptions, with growth, and in building beneficial, positive relationships with customers, the broader account management team, and channel partners.
The successful candidate will Strategically engage with customers and/or partners to align their goals with Splunk solutions. Manage and ensure account retention through adoption and driving on-time renewal. Own, drive and manage the renewal process identifying customer requirements, uncovering roadblocks, expertly probing for upsell and expansion opportunity, and demonstrating strong account management capabilities. Working with partners and customers to negotiate the renewal including pricing and service-term. This position carries a sales quota.
What you'll get to do
Working as part of the AMER Renewal Sales team, manage a sales territory carrying an individual quota in contract renewal and growth.
Meet/exceed assigned revenue goals and on-time renewal rate targets
Working several quarters ahead of renewal dates to ensure customer ‘Renewal Readiness’, engaging with the broader account team, partners and customer health data to identify renewal risk, and partner on remedial actions aimed at securing an on-time renewal, with growth potential.
Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximize the opportunity
Prepare and provide customers renewal quotes within 90 days of support expiration
Maintain accurate account, license, service contract, asset and maintenance entitlement records within salesforce.com
Manage renewals from opportunity to invoice, understanding pricing and contractual obligations
Prepare weekly forecasts of renewal bookings and renewal rates within a tight band of accuracy
Pro-actively identifying issues that may impact a renewal, and engaging all available resources to resolve
Assist Sales and Finance teams with customer and account research & customer audits for renewal
Resolve order issues with Customer Service and Order Management
Track non-renewal, pending, and lost renewals including reasons for cancellation
Support evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance.
Must-have Qualifications
You possess experience in selling, demand generation, or renewing enterprise software in a diverse customer base with a demonstrated ability to meet or exceed a sales quota for retention and/or growth
Experience in a sales function that includes both direct customer interaction and working within a channel sales model
Manage accounts by building and developing client relationships through personalized contact, understanding of client’s needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services
The ability to sell value at all levels over the phone
Ability to build relationships both internally and externally
Excellent organizational skills with the ability to prioritize tasks, take initiative and work proactively with minimal supervision
Able to work independently but also as a contributing part of the AMER Renewal Sales team
Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.
Nice-to-have Qualifications
We’ve taken special care to separate the must-have qualifications from the nice-to-haves. “Nice-to-have” means just that: Nice. To. Have. So, don’t worry if you can’t check off every box. We’re not hiring a list of bullet points–we’re interested in the whole you.
Bachelor’s degree or equivalent work experience in technical sales/renewals
Strong attention to detail
Logical and analytical thinker
Highly motivated and professional, with excellent communication and interpersonal skills
Demonstrated negotiation skills
Ability to multi-task and track multiple issues
Excellent customer service skills with an orientation towards helping customers
Strong desire and willingness to learn
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