Renewals Quoting Representative
hace 3 semanas
We regularly appear on a lot of "Best Places to Work" lists and we think it's because we encourage our Splunkers to bring their whole, authentic selves.
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.
Because when you feel free to be you, it makes it a lot easier for us to be us.Role:
The Renewals Quoting Representative is responsible for quoting and booking 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 at the renewal event.
As part of this role, you will enhance the scalability of the renewals business through efficient quoting, process enhancement, and strategically engaging with cross functional teams to drive positive outcomes for Splunk and our customers.
The position will be based in our Costa Rica office as part of our renewals team supporting North America and Latin America.
Responsibilities:
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Provide dedicated support to our renewals business, including quote creation, customer outreach, deal level analysis, order processing, and booking
:
- Work closely with Renewals Management to maintain an accurate forecast, capture status updates and proactively research/address data gaps.
- Keep current on Splunk's pricing strategies, quoting systems, contracting tools, and subscription management tools to identify and mitigate risks to operational coverage and reporting.
- Work as part of the Renewal Sales team, manage a sales territory while meeting/exceeding renewal rate and driving efficiency and scale across the business
- Prepare accurate renewal quotes a minimum of 90 days in advance of subscription expiration
- Proactively identify issues that may impact a renewal
- Resolve order issues with Customer Service and Order Management
- Track 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.
- Collaborate with Partner Operations, Sales Operations, Partner Development and Order Management teams to ensure quotes and orders meet defined criteria for factors such as booking and revenue recognition (i.e. Proof of Sell Thru, billing, etc)
Requirements:
- 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
- Ability to build relationships both internally and externally
- Program management experience with demonstrated ability to drive innovation and scale: you instigate and welcome change that improves efficiency and business outcomes
- Excellent organizational skills with proven attention to detail paired with the ability to prioritize tasks, take initiative and work with mínimal supervision while adhering to deadlines
- Able to work independently but also be a contributing part of the renewal team
- Practical, current, handson knowledge of Enterprise Sales Infrastructure, such as Salesforce CRM/CPQ and Renewals Management/Recurring Revenue Management software (i.e. Gainsight or similar Customer Success Management platforms)
- Solid understanding of SaaS and/or Enterprise Sales business model with understanding of customer lifecycle measures and revenue streams.
- Ability to adapt to changing processes and follow them, as well as suggest changes where needed
- Excellent written and verbal communication skills in the English Language ability to compose effective and accurate correspondence crossfunctionally with various internal and external parties. Fluency in Portuguese is a plus.
Skills/Knowledge/Capabilities:
- Bachelor's degree or equivalent work experience in technical sales/renewals
- Experience driving and implementing innovation to help drive efficiency and scale
- Ability to multitask and track multiple issues
- Excellent customer service skills with an orientation towards helping customers
- Strong desire and willingness to learn
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