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Renewals Sales Representative/Team Leader
2 months ago
Job Summary
We are seeking a highly skilled Renewal Sales Representative/Team Lead to join our team at Splunk Inc. As a key member of our sales team, you will be responsible for managing a sales territory, meeting/exceeding assigned renewal rate and retention targets, and leading a team of individual renewals sales representatives.
Key Responsibilities
- Manage a sales territory carrying an individual renewal rate target in contract renewal and growth.
- Lead a team of individual renewals sales representatives, providing guidance and support to ensure they meet their targets.
- Meet/exceed assigned renewal rate and retention targets.
- Engage 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 maximise the opportunity.
- 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.
- Proactively identifying issues that may impact a renewal, and engaging all available resources to resolve.
- Track non-renewal, pending, and lost renewals including reasons for cancelling.
Requirements
- Sales or Renewals experience with Software-as-a-Service (SaaS), company/solution 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 to customers and partners from Splunk's technology portfolio.
- 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 realisation, 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 12/18 months 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.
- Problem solving - able to step in and help team members to overcome challenges and resolve issues in order to progress and close deals successfully.
- Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.
- Fluency in English and French (additional languages e.g Italian, Spanish, Arabi or Hebrew would be a plus).
