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    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!

    Splunk is the world’s 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 client’s 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:

    • Bachelor’s 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.

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    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.
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    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 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.

    To check on your application click here.
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