Sales Renewal Representative

hace 1 mes

San José, San José, Costa Rica Splunk A tiempo completo
About Splunk

Splunk is a leader in enterprise resilience, empowering 11,000+ organizations with our Unified Security and Observability Platform. We're known for our positive work environment, encouraging our employees to bring their authentic selves to work.

Role Overview

The Sales Renewal Representative is responsible for quoting and booking license renewals of Splunk's industry-leading software, collaborating closely with Sales and Success Management teams to maximize retention, minimize churn risk, and drive growth at the renewal event.

This role aims to enhance the scalability of the renewals business through efficient quoting, process enhancement, and strategic engagement with cross-functional teams to drive positive outcomes for Splunk and our customers.

Responsibilities:

  • 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.
  • Maintain current knowledge on Splunk's pricing strategies, quoting systems, contracting tools, and subscription management tools to identify and mitigate risks to operational coverage and reporting.
  • Collaborate with the Renewal Sales team, manage a sales territory while meeting/exceeding renewal rates 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.

Requirements:

  • 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.
  • Excellent organizational skills with proven attention to detail paired with the ability to prioritize tasks, take initiative, and work with minimal supervision while adhering to deadlines.
  • Able to work independently but also be a contributing part of the renewal team.
  • Practical, current, hands-on knowledge of Enterprise Sales Infrastructure, such as Salesforce CRM/CPQ and Renewals Management/Recurring Revenue Management software (e.g., Gainsight or similar Customer Success Management platforms).
  • Solid understanding of SaaS and/or Enterprise Sales business models, with an 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 English, with the ability to compose effective and accurate correspondence cross-functionally with various internal and external parties.
  • Fluency in Portuguese is a plus.

Estimated Salary Range: $80,000 - $120,000 per year, based on location and experience.

We value diversity, equity, and inclusion at Splunk and are an equal employment opportunity employer.

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