The Renewal Sales Representative - will be responsible for initially managing & selling the Maintenance & Support renewals, and subsequently the Term and Cloud licence renewals of Splunk's award winning software.

The ideal candidate will have a consistent track record of success renewing Term and/or Cloud Licences and in building beneficial, positive relationships with customers and channel partners. 

Strategically engaging with customers and/or partners to align their goals with Splunk solutions. Manage and ensure account retention through increased adoption and driving on-time renewal. 

Own, drive and manage the renewal process identifying customer requirements, uncovering roadblocks, and demonstrating strong account management capabilities. Working with partners and customers to negotiate the renewal including pricing and service-term. 

This position carries a sales quota. The position can be based in our London (Paddington) or Reading (Central)offices as part of our EMEA Renewals team. 

Responsibilities: "I want to and can do that"! 

  • Working as part of the EMEA Renewal Sales team, manage a sales territory carrying an individual quota in contract renewal
  • Prepare weekly forecasts of renewal bookings within a 10% accuracy rate
  • Meet/exceed assigned revenue goals and on-time renewal rate targets
  • Identify expansion opportunities to generate additional revenue (upsell/cross-sell) ensuring that the appropriate account management resources are engaged to maximize the opportunity
  • Prepare and provide customers renewal quotes within 90 days of support expiration
  • Maintain accurate account, licence, service contract, asset and maintenance entitlement records within salesforce.com
  • Manage renewals from opportunity to invoice, understanding pricing and contractual obligations
  • Pro-actively identifying issues that may impact a renewal, and engaging all available resources to resolve
  • Assist Sales and Finance teams with customer and account research & customer audits for maintenance renewal
  • Resolve order issues with Customer Service and Order Management
  • Track non-renewal, pending, and lost renewals including reasons for cancelling 

Requirements: "I’ve already done that or have that"! 

  • You have experience selling Maintenance and Support renewals to a diverse customer base with a demonstrated ability to meet or exceed a sales quota
  • Experience in a sales function that includes both direct customer interaction and working within a channel sales model
  • Manage accounts by building and developing client relationships through personalized contact, understanding of client’s needs, and ability to communicate solution values of products & services
  • The ability to sell value at all levels over the phone
  • Ability to build relationships both internally and externally
  • Excellent organizational skills with the ability to prioritise tasks, take initiative and work proactively with minimal supervision
  • Able to work independently but also as an contributing part of the EMEA Renewal Sales team
  • Have a strong product understanding, system knowledge and processes to sell renewals 

Skills/Knowledge/Capabilities: 

  • Bachelor’s degree or equivalent work experience
  • Fluent in English plus one other European language would be an advantage
  • Strong attention to detail and
  • Logical and analytical thinker
  • Highly motivated and professional, with excellent communication and interpersonal skills
  • Demonstrated negotiation skills
  • Ability to multi-task and track multiple issues
  • Excellent customer service skills with an orientation towards helping customers
  • Strong desire and willingness to learn

 

 

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.

Splunk also has policies in place to protect the personal information candidates disclose to us as part of the application process. Please click here to review Splunk’s Career Site Privacy Policy.

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.

Splunk is also committed to providing access to all individuals who are seeking information from our website. Any individual using assistive technology (such as a screen reader, Braille reader, etc.) who experiences difficulty accessing information on any part of Splunk’s website should send comments to accessiblecareers@splunk.com. Please include the nature of the accessibility problem and your e-mail or contact address. If the accessibility problem involves a particular page, the message should include the URL of that page.

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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