Cloud Renewals Sales Representative

Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone.

We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers.

At Splunk, were committed to our work, customers, having fun and most importantly to each others success.

Learn more about Splunk careers and how you can become a part of our journey!Splunk is the worlds first Data-to-Everything Platform.

Now organizations no longer need to worry about where their data is coming from, and they are free to focus on the business outcomes that data can deliver.Role:The Cloud Renewals Sales Representative is responsible for managing & selling Term and Cloud license renewals of Splunk’s industry-leading software, working in close partnership with Sales and Success Management teams to maximize retention, minimize churn risk, and drive growth on the Renewal event.

You will have a consistent track record of success renewing Term and/or Cloud Licenses/ Software Subscriptions, with growth, and in building beneficial, positive relationships with customers, the broader account management team, and channel partners.

You will Strategically engage with customers and/or partners to align their goals with Splunk solutions.

Manage and ensure account retention through adoption and driving on-time renewal.

Own, drive and manage the renewal process identifying customer requirements, uncovering roadblocks, expertly probing for upsell and expansion opportunity, 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 will be based in our Plano offices as part of our AMER Renewals team.

Responsibilities:

Working as part of the AMER Renewal Sales team, manage a sales territory carrying an individual quota in contract renewal and growth.

Meet/exceed assigned revenue goals and on-time renewal rate targets

Working several quarters ahead of renewal dates to ensure customer Renewal Readiness, 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, with growth potential.

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

Prepare and provide customers renewal quotes within 90 days of support expiration

Maintain accurate account, license, service contract, asset and maintenance entitlement records within salesforce.com

Manage renewals from opportunity to invoice, understanding pricing and contractual obligations

Prepare weekly forecasts of renewal bookings and renewal rates within a tight band of accuracy

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 renewal

Resolve order issues with Customer Service and Order Management

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.

Requirements:

You have a consistent track record of success renewing Cloud Licenses/ Software Subscriptions

You possess experience in selling, demand generation, or renewing enterprise software in a diverse customer base with a demonstrated ability to meet or exceed a sales quota for retention and/or growth

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 clients needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services

You are able to sell value at all levels over the phone

Ability to build relationships both internally and externally

Excellent organizational skills with the ability to prioritize tasks, take initiative and work with minimal supervision

Able to work independently but also as a contributing part of the AMER Renewal Sales team

Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.

Skills/Knowledge/Capabilities:

Bachelors degree or equivalent work experience in technical sales/renewals

Strong attention to detail

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

We value diversity at our company.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

About Splunk

Splunk was founded to pursue a disruptive new vision: make machine data accessible, usable and valuable to everyone.

Machine data is one of the fastest growing and most complex areas of big datagenerated by every component of IT infrastructures, applications, mobile phone location data, website clickstreams, social data, sensors, RFID and much more.

Splunk is focused specifically on the challenges and opportunity of taking massive amounts of machine data, and providing powerful insights from that data.

IT insights.

Security insights.

Business insights.

Its what we call Operational Intelligence.

Since shipping its software in 2006, Splunk now has over 13,000 customers in more than 110 countries around the world.

These organizations are using Splunk to harness the power of their machine data to deepen business and customer understanding, mitigate cybersecurity risk, prevent fraud, improve service performance and reduce costs.

Innovation is in our DNA from technology to the way we do business.

Splunk is the platform for Operational Intelligence!

Splunk has more than 2,700 global employees, with headquarters in San Francisco, an office in San Jose, CA and regional headquarters in London and Hong Kong.

Weve built a phenomenal foundation for success with a proven leadership team, highly passionate employees and unique patented software.

We invite you to help us continue our drive to define a new industry and become part of an innovative, and disruptive software company.

Benefits & Perks: Wow!

This is really cool!

SF Only

Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO, sick leave, stocked micro kitchens in Splunk offices, catered lunches on Mondays, catered breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQs, soccer, Fun Fridays.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Non SF

Medical, full company paid Dental, Vision and Life Insurance, Flexible Spending and Dependent Care Accounts, Commuter Accounts, Employee Stock Purchase Plan (ESPP), 401(k), 3 weeks of PTO and sick leave.

Our work environments vary by location however we believe in hosting amenities and fun activities to fuel our energy.

You may find fully stocked micro kitchens, catered lunches on Mondays and breakfast on Fridays, basketball hoops, ping pong, arcade games, BBQs, soccer and Fun Fridays.

This isnt a job its a life changer are you ready?

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 Labors EEO is The Law notice.

Please click here to review Splunks Affirmative Action Policy Statement.

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 Splunks Pay Transparency Nondiscrimination Provision.

Splunk is also committed to providing access to all individuals who are seeking information from our website.

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