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Renewals Sales Representative

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Splunk

24d ago

  • Job
    Full-time
    Mid & Senior Level
  • Customer Relations
    Sales & Business Development
  • Melbourne

AI generated summary

  • You need sales experience in PaaS, IaaS, SaaS, and data analytics; strong communication skills; ability to manage customer relationships; teamwork mindset; and excellent organizational skills.
  • You will manage territory renewals, meet targets, identify expansion opportunities, maintain records, forecast accurately, resolve issues, and support process improvements for renewal efficiency.

Requirements

  • Sales or Renewals experience with Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS), Software-as-a-Service (SaaS), and data /analytics 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 up to a year ahead of renewal date.
  • 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 RSR teammates grow by offering and accepting wisdom and help when needed.
  • Strong product understanding, system knowledge, and processes to manage a pipeline of opportunity.

Responsibilities

  • Manage a sales territory 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.

FAQs

What is the primary responsibility of a Renewal Sales Representative at Splunk?

The primary responsibility is to manage and sell Term, Cloud, and perpetual license renewals of Splunk's software while working closely with Sales and Success Management teams to improve customer retention and drive growth.

Is there a sales quota associated with this role?

Yes, this position carries a sales quota.

What are some specific responsibilities of the Renewal Sales Representative?

Responsibilities include managing a sales territory, meeting assigned renewal and retention targets, identifying expansion opportunities, maintaining accurate account records, managing renewals from opportunity to invoice, and supporting operational processes to improve renewal efficiency.

What kind of experience is required for this position?

Candidates should have sales or renewals experience with Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS), Software-as-a-Service (SaaS), and data/analytics, with a proven ability to meet or exceed sales targets for retention and growth.

Are there specific skills needed for this role?

Yes, key skills include the ability to create and communicate business value, excellent communication and listening skills, collaboration across functions, expertise in team selling, customer relationship management, and strong organizational skills.

How important is teamwork in this role?

Teamwork is very important. The candidate should have a team mentality and be willing to grow and assist teammates in their development.

Does the company value diversity?

Yes, Splunk values diversity and considers all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or other legally protected characteristics.

What tools or platforms should a Renewal Sales Representative be familiar with?

Representatives should be familiar with tools such as Salesforce.com and Tableau dashboards for account management and customer interaction tracking.

What is the prediction for the forecasting ability needed in this role?

The candidate should have a demonstrated success in predictably and consistently delivering monthly and quarterly forecasts through strong opportunity management.

Is there a requirement for customer interaction in this position?

Yes, there is a requirement for direct customer interaction to build and develop client relationships, understand client needs, and communicate the value of products and services.

#TurnDataIntoDoing with Splunk, the data platform for the hybrid world.

Technology
Industry
5001-10,000
Employees
2003
Founded Year

Mission & Purpose

Splunk is a UK-based multinational corporation that specializes in software solutions for searching, monitoring, and analysing machine-generated data. The company's primary focus is on providing businesses with the tools to gain valuable insights from the massive amounts of data they generate. Splunk's ultimate mission is to empower organisations to turn their data into actionable intelligence, enabling informed decision-making and improved operational efficiency. The purpose of Splunk's software is to help businesses unlock the full potential of their data by offering a platform that facilitates real-time analysis, monitoring, and visualisation, ultimately contributing to enhanced cybersecurity, IT operations, and overall business performance.

Culture & Values

  • Innovative

    We value people who can't stop thinking about improving the future and who are working today to make that future possible. How can we stay ahead of technology to meet our customers' ever-changing needs? We're fueled by forward-thinking employees who see the potential of better technologies, processes and ideas through diversity and who take the steering wheel to drive it forward.

  • Fun

    All work and no play leads straight to burn out, which is why we foster a sense of fun at work. Whether it's celebrating successful product releases or working alongside colleagues on volunteer days, we believe that freeing our minds from routine once in a while makes us more productive, builds stronger teams and promotes positive mindsets.

  • Disruptive

    We never say "Don't change it if it's not broken." We're always looking at things from different angles with an eye for how we can do it better, faster and more efficiently.

  • Open

    We keep it open, honest and inclusive. We welcome all employees' feedback with an open-door policy, and we care as much about providing a collaborative and inclusive employee experience as we do about helping our customers solve their biggest data problems.

  • Passionate

    You can have the best people and the best products in the world, but without passion, you can't call it Splunk. Passion for our products and customers drives us further and keeps us reaching higher. It's why we excitedly talk about Splunk to anyone who will listen — if you don't believe it, just ask one of us about Splunk and see what happens.

Benefits

  • Eligibility & Enrolling

    How to enroll and make changes, benefit costs and who is eligible

  • Your Health

    Medical, dental, vision and voluntary supplemental insurance

  • Your Finances

    401(k), HSA, FSAs, Life and AD&D, and other money-related benefits

  • Time Away

    Holidays, time off and leaves of absence

  • Family Support

    Family-forming and support, emergency travel assistance and pet care

  • Your Wellbeing

    Spark Wellbeing Program, EAP, Employee Resource Groups and more

  • Contacts & Resources

    Vendor contacts, mobile apps and more

  • Pwny Perks

    Up to $500 reimbursement per quarter for wellbeing-related expenses