Splunk Client Executive, Cloud Renewal Sales in Salt Lake City, Utah
The Client Executive, Cloud Renewal Sales is responsible for managing & selling Term and Cloud license renewals of Splunk's industry-leading software, working in close cooperation with Sales and Success Management teams to maximize retention, minimize churn risk, and drive growth on the Renewal event.
The ideal candidate 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.
The successful candidate 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 can be based in our Plano offices as part of our AMER Renewals team.
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.
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
The ability 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 proactively 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.
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.
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 data—generated 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. It’s 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.
We’ve 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!
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, BBQ’s, soccer, “Fun Fridays”.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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, BBQ’s, soccer and “Fun Fridays”.
This isn’t a job – it’s 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 Labor’s EEO is The Law notice. Please click here to review Splunk’s 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 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 firstname.lastname@example.org. 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.
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