Renewals Sales Representative

2 months ago

Melbourne, Australia Splunk Full time

**Renewal 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, we’re committed to our work, customers, having fun and most importantly to each other’s success. Learn more about Splunk careers and how you can become a part of our journey

**Role**:
As the Renewal Sales Representative, you will be responsible for managing & selling Term, Cloud and perpetual license renewals of Splunk's industry-leading software, working in close cooperation with Sales and Success Management teams to improve retention, minimize churn risk, and drive growth. You will have a consistent track record of success renewing Term Licences and/or Cloud Subscriptions, with growth, and in building beneficial, positive relationships with customers, the broader account management team, and channel partners.

This position carries a sales quota.

**Responsibilities**:

- Manage a sales territory carrying an individual renewal rate target in contract renewal and growth.
- Meet/exceed assigned renewal rate and retention targets
- Working on a rolling 4 quarter cycle, 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
- 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
- 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.
- Pro-actively identifying issues that may impact a renewal and engaging all available resources to resolve
- 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**:

- Sales or Renewals experience with Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS), Software-as-a-Service (SaaS), and data /analytics 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 through data, networking, app dev, and analytics technology
- 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 realization, 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 a year 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 mínimal supervision.
- Attention to detail through data analysis, logical thinking and collaboration.
- Has a team mentality. Willing to grow and help other RSR teammates grow by offering and accepting wisdom and help when needed.
- Strong product understanding, system knowledge, and processes to manage a pipeline of opportunity.

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