Cloud Renewals Sales Representative - 30384

Splunk is here to build a safer and more resilient digital world. The world's leading enterprises use our unified security and observability platform to keep their digital systems secure and reliable. While customers love our technology, it's our people that make Splunk stand out as an amazing career destination and why we've won so many awards as a best place to work. If you become a Splunker... we want your whole, authentic self, what we call your "million data points". So bring your work experience, problem-solving skills and talent, of course, but also bring your joy, your passion and all the things that make you, you.Role SummaryThe 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 opportunities, 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 Plano, Colorado, or San Francisco offices as part of our Public Sector Renewals team.What you'll get to do • Working as part of the Public Sector 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 • upport evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance. Must-have Qualifications • 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. • 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 • Bachelor’s degree or equivalent work experience in technical sales/renewals Splunk is an Equal Opportunity EmployerAt 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 Pay Range For sales roles the ranges are expressed as On Target Earning or OTE (OTE = base + incentives in the form of sales incentive plans). SF Bay Area, Seattle Metro, and New York City Metro Area On Target Earnings: $51.92 - 71.39 per hour California (excludes SF Bay Area), Washington (excludes Seattle Metro), New York (excludes NYC Metro Area), and all other states. On Target Earnings: $50.38 - 69.28 per hour 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 pay 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 competitive benefits package which includes medical, dental, vision, a 401(k) plan and match, paid time off and much more! Learn more about our comprehensive benefits and wellbeing offering at https://splunkbenefits.com