Team Lead/Renewal Sales Representative - EMEA South

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 Team Lead/Renewal Sales Representative, you will have a hybrid role. You will be responsible for your own individual set of renewals - managing & selling Term, Cloud and perpetual licence renewals of Splunk's industry-leading software, working in close cooperation with Sales and Success Management teams to improve retention, minimise churn risk, and drive growth. In addition you will have team leadership responsibilities for individual renewals sales representatives covering France, Italy and Iberia. 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. You may already possess some leadership experience or are ready to take on this additional responsibility as part of your career development.

This position carries a sales quota.

Responsibilities

Manage a sales territory carrying an individual renewal rate target in contract renewal and growth.
Manage a team (currently consisting of 4) individual renewals sales representatives.
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 maximise the opportunity.
Maintain accurate account, licence, service contract, asset and entitlement records within salesforce.com and ongoing customer interaction through the available data sources (such as SFDC, Tableau dashboards).
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.
Proactively identifying issues that may impact a renewal, and engaging all available resources to resolve.
Track non-renewal, pending, and lost renewals including reasons for cancelling
Support evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance.

Requirements

Sales or Renewals experience with Software-as-a-Service (SaaS),company/solution 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 to customers and partners from Splunk’s technology portfolio.
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 realisation, 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 12/18 months 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 minimal supervision.
Attention to detail through data analysis, logical thinking and collaboration.
Problem solving - able to step in and help team members to overcome challenges and resolve issues in order to progress and close deals successfully.
Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.
Fluency in English and French (additional languages e.g Italian, Spanish, Arabi or Hebrew would be a plus)

Splunk is an Equal Opportunity Employer

At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard 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, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.

Note:

OTE Range

For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

United Kingdom

On Target Earnings: 64,800.00 - 89,100.00 per year

Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com.

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Splunk's Hiring Practices

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