This position is responsible for managing and renewing software maintenance renewals. Strategically engaging with customers to align their goals with Splunk solutions. Ensure account retention, development and growth of long term customer value. Own, drive and manage the renewal process identifying customer requirements, uncovering roadblocks, and demonstrating strong account management capabilities. Work directly with customers to negotiate the renewal including pricing and service-term. Manage and ensure account retention through increased adoption and driving on-time renewal. Manage inbound renewal questions via phone and email as well as proactive quoting and follow-up with customers via outbound calling and email. This position carries a sales quota.

Responsibilities:

  • Handle a sales territory carrying a quota in maintenance contract renewal
  • Prepare weekly forecasts of renewal bookings within a 10% accuracy rate
  • Attaining quarterly targets for bookings, on-time renewals and overall renewals
  • Identifying expansion opportunities to generate additional revenue (upsell/cross-sell) that may arise during the renewal management cycle, and ensuring that the appropriate sales and account management resources are engaged to maximize the opportunity
  • Prepare and provide customers renewal quotes within 90 days of support expiration
  • Maintain accurate account, service contract, asset and maintenance entitlement records
  • Manage renewals from opportunity to invoice, understanding pricing and contractual obligations
  • Actively identifying issues that may impact a renewal, and engaging all available resources to resolve
  • Develop a strong product understanding, system knowledge and processes to sell maintenance renewals
  • Assist customers with any product discrepancies in their install base to include license reconciliations
  • Assist Sales and Finance teams with customer and account research & customer audits for maintenance renewal
  • Resolve order issues with Customer Service and Order Management
  • Assist customers and Sales with maintenance co-terming
  • Track non-renewal, pending, and lost support contracts including reasons for cancellation

Requirements:

  • Bachelor’s degree or equivalent work experience
  • You have 2+ years’ experience in software industry
  • Experience selling maintenance renewal to a diverse customer base
  • You have a minimum of 2 years’ experience in a sales function that includes direct customer interaction, pricing and negotiation
  • You are able to sell value at all levels over the phone
  • A successful and consistent track record of meeting and/or exceeding revenue targets
  • You thrive in a quota driven environment
  • Ability to build relationships both internally and externally
  • Excellent organizational skills with the ability to take initiative and work actively with minimal supervision
  • Ability to multi-task and track multiple issues
  • Demonstrated ability to work independently as well as in a teamed environment
  • Outstanding customer service skills with an orientation towards helping customers
  • Excellent oral and written communication skills; multiple language skills a plus
  • Strong attention to detail
  • Knowledge and ability to forecast maintenance bookings
  • Strong desire and willingness to learn
  • Exposure to contract negotiation/drafting, including Legal and Financial Governance
  • Proficient in MS Office Suite, Sales Force and NetSuite software applications

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Splunk's Hiring Practices
Splunk turns machine data into answers. Organizations use market-leading Splunk solutions with machine learning to solve their toughest IT, Internet of Things and security challenges.

Individuals seeking employment at Splunk are considered without regards to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition (except where physical fitness is a valid occupational qualification), genetic information, veteran status, or any other consideration made unlawful by federal, state or local laws. Click here to review the US Department of Labor’s EEO is The Law notice. Please click here to review Splunk’s Affirmative Action Policy Statement.

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Splunk does not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Please click here to review Splunk’s Pay Transparency Nondiscrimination Provision.

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Splunk doesn't accept unsolicited agency resumes and won't pay fees to any third-party agency or firm that doesn't have a signed agreement with Splunk.

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