Renewal Sales Representative

2 days ago

Reading, Reading, United Kingdom Splunk Inc Full time
Job Title: Team Lead/Renewal Sales Representative

Splunk Inc is seeking a highly skilled and experienced Team Lead/Renewal Sales Representative to join our team. 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, working closely with the broader account team, partners, and customer health data to identify renewal risk and partner on remedial actions.
  • Identify expansion opportunities to generate additional revenue, 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).

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