Splunk

Description

Our purpose is to build a safer and more resilient digital world. Every day, we live this purpose by helping SecOps, ITOps, and engineering teams keep their organizations securely up and running. In 2024, Splunk was acquired by Cisco to help customers continue to build resilience across their entire digital footprint. Today, many of the world’s largest and most complex organizations rely on Splunk to protect their mission-critical systems.

Digital resilience is a team effort. Let’s build it together.

Are you an upbeat Software Sales Management Professional, with deep knowledge of SaaS, Recurring Revenue and using Renewals to drive Growth? If so, we are looking for you to join our team!

This is a great opportunity to join us as we pursue our vision. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. We’re committed to our work, customers, having fun and most importantly to each other’s success.

The Splunk Renewals team in EMEA is a result driven and collaborative bunch. We love to work as a team, celebrate success and learn from our losses. We have an excellent team culture based on respect, transparency and always doing the right thing!

Role

As the Renewal Sales Representative, you will be responsible for managing & selling Term, Cloud and perpetual license renewals of Splunk's industry-leading software, working in close cooperation with Sales and Success Management teams to improve retention, minimize churn risk, and drive growth. You will have a consistent track record of success renewing Term Licences and/or Cloud Subscriptions, with growth, and in building beneficial, positive relationships with customers, the broader account management team, and channel partners.

This position carries a sales quota.

Location - UK, Lisbon and UAE may also be an option.

Responsibilities

• Manage a sales territory (MENA although there may be other countries also) - carrying an individual renewal rate target in contract renewal and growth.
• Meet/exceed assigned renewal rate and retention targets
• Working on a rolling 4 quarter cycle, 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
• 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
• Maintain accurate account, license, service contract, asset and entitlement records within salesforce.com and ongoing customer interaction through the available data sources (such as Tableau dashboards).
• Manage renewals from opportunity to invoice, understanding pricing and contractual obligations.
• Predictable Forecasting - Demonstrated success in predictably and consistently delivering monthly and quarterly forecasts through strong opportunity management.
• Pro-actively identifying issues that may impact a renewal, and engaging all available resources to resolve
• 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.

Requirements

• Sales or Renewals experience of working within a Software-as-a-Service (SaaS) organisation across a diverse customer base with a demonstrated ability to meet or exceed a sales target for retention and/or growth.
• Ability to create and communicate business value through data, networking, app dev, and analytics technology.
• C-level poised, confident executive presence and polish, and excellent listening skills.
• Collaborates cross-functionally to ensure adoption and lifetime value by aligning solutions to high priority customer initiatives, adoption, value realization, and ultimately high customer satisfaction.
• Expertise in team selling with sales, customer success, pre-sales, partners, and services.
• Experience in a sales function that includes both direct customer interaction and working within a channel sales model.
• Works jointly with the wider Account Team to accurately score the health of customers and to Identify and Mitigate renewal risk ahead of renewal date (4 quarters or more).
• Manage accounts by building and developing client relationships through personalised contact, understanding of client’s needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services
• Excellent organisational skills with the ability to prioritise tasks, take initiative and work proactively with minimal supervision.
• Attention to detail through data analysis, logical thinking and collaboration.
• Has a team mentality. Willing to grow and help other teammates grow by offering and accepting wisdom and help when needed.
• Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.
• Fluency in oral and written English and fluency in Arabic is desirable.

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

Thank you for your interest in Splunk!