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- Tasks: Manage and sell software renewals while driving growth and improving customer retention.
- Company: Join Splunk, a leader in digital resilience, now part of Cisco, dedicated to securing organisations worldwide.
- Benefits: Enjoy a collaborative team culture, flexible work locations, and opportunities for personal and professional growth.
- Why this job: Be part of a passionate team that values success, learning, and making a positive impact in the digital world.
- Qualifications: Experience in SaaS sales or renewals, strong communication skills, and a knack for building relationships are essential.
- Other info: Fluency in English is required; Arabic skills are a plus. We celebrate diversity and welcome all applicants.
The predicted salary is between 36000 - 60000 £ per year.
Our purpose is to build a safer and more resilient digital world. Every day, we live this purpose by helping SecOps, ITOps, and engineering teams keep their organizations securely up and running. In 2024, Splunk was acquired by Cisco to help customers continue to build resilience across their entire digital footprint. Today, many of the world’s largest and most complex organizations rely on Splunk to protect their mission-critical systems. Digital resilience is a team effort. Let’s build it together.
Are you an upbeat Software Sales Management Professional, with deep knowledge of SaaS, Recurring Revenue, and using Renewals to drive Growth? If so, we are looking for you to join our team! This is a great opportunity to join us as we pursue our vision. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. We’re committed to our work, customers, having fun, and most importantly, to each other’s success. The Splunk Renewals team in EMEA is a result-driven and collaborative group. We love to work as a team, celebrate success, and learn from our losses. We have an excellent team culture based on respect, transparency, and always doing the right thing!
Role
As the Renewal Sales Representative, you will be responsible for managing and selling Term, Cloud, and perpetual license renewals of Splunk's industry-leading software. You will work closely with Sales and Success Management teams to improve retention, minimise churn risk, and drive growth. You will have a proven track record of success renewing Term Licences and/or Cloud Subscriptions, with growth, and building beneficial, positive relationships with customers, the broader account management team, and channel partners.
Location - UK, Lisbon, and UAE may also be options.
Responsibilities
- Manage a sales territory (MENA, although other countries may also be included) - carrying an individual renewal rate target in contract renewal and growth.
- Meet or exceed assigned renewal rate and retention targets.
- Work 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 to secure on-time renewal.
- Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring the appropriate account management resources are engaged to maximise the opportunity.
- Maintain accurate account, license, service contract, asset, and entitlement records within Salesforce.com and ensure ongoing customer interaction through available data sources (such as Tableau dashboards).
- Manage renewals from opportunity to invoice, understanding pricing and contractual obligations.
- Deliver predictable forecasting through strong opportunity management, consistently meeting monthly and quarterly targets.
- Proactively identify issues that may impact a renewal, and engage all available resources to resolve them.
- Track non-renewal, pending, and lost renewals, including reasons for cancellation.
- Support evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy, and insights from renewal performance.
Requirements
- Experience in sales or renewals within a SaaS organization, with a proven ability to meet or exceed targets for retention and growth.
- Ability to articulate business value through data, networking, app development, and analytics technology.
- Confident, polished communication skills suitable for engaging C-level executives.
- Experience collaborating cross-functionally to ensure customer adoption, value realization, and high satisfaction.
- Expertise in team selling involving sales, customer success, pre-sales, partners, and services.
- Experience in both direct customer interaction and channel sales models.
- Ability to accurately score customer health and mitigate renewal risk well in advance of renewal dates.
- Strong relationship-building skills, understanding customer needs, and communicating solution value effectively.
- Excellent organizational skills, proactive work approach, and attention to detail.
- Team-oriented mindset, willing to support and learn from colleagues.
- Strong product knowledge, system understanding, and pipeline management skills.
- Fluency in English; Arabic language skills are desirable.
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 legally protected characteristic.
Renewals Sales Representative - MENA employer: Splunk
Contact Detail:
Splunk Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Renewals Sales Representative - MENA
✨Tip Number 1
Familiarise yourself with Splunk's products and services, especially their SaaS offerings. Understanding the nuances of their software will not only help you in interviews but also demonstrate your genuine interest in the role.
✨Tip Number 2
Network with current or former employees of Splunk to gain insights into the company culture and expectations for the Renewals Sales Representative role. This can provide you with valuable information that can set you apart during the interview process.
✨Tip Number 3
Prepare to discuss specific examples from your past experience where you've successfully managed renewals or driven growth in a SaaS environment. Highlighting these achievements will showcase your capability to meet the targets outlined in the job description.
✨Tip Number 4
Brush up on your communication skills, particularly in articulating business value to C-level executives. Practising how to convey complex information clearly and confidently will be crucial in demonstrating your fit for this role.
We think you need these skills to ace Renewals Sales Representative - MENA
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights your experience in SaaS sales and renewals. Emphasise any achievements related to retention and growth, as well as your ability to build relationships with customers and partners.
Craft a Compelling Cover Letter: In your cover letter, express your enthusiasm for the role and the company. Mention specific examples of how you've successfully managed renewals or driven growth in previous positions, and how that aligns with Splunk's mission.
Showcase Relevant Skills: Highlight your communication skills, especially your ability to engage with C-level executives. Discuss your experience with Salesforce.com and any data analysis tools like Tableau, as these are crucial for the role.
Research the Company: Familiarise yourself with Splunk's products and their recent acquisition by Cisco. Understanding their vision and how they contribute to digital resilience will help you articulate your fit for the role during the application process.
How to prepare for a job interview at Splunk
✨Know Your SaaS Inside Out
Make sure you have a solid understanding of SaaS products and the renewal process. Be prepared to discuss how you've successfully managed renewals in the past and how you can apply that experience to Splunk's offerings.
✨Showcase Your Relationship-Building Skills
Since this role involves building positive relationships with customers, be ready to share examples of how you've fostered strong connections in previous roles. Highlight your ability to understand customer needs and communicate value effectively.
✨Prepare for C-Level Conversations
As you'll be engaging with C-level executives, practice articulating business value clearly and confidently. Think about how you can convey complex information in a way that resonates with high-level decision-makers.
✨Demonstrate Team Collaboration
This position requires working closely with various teams. Be prepared to discuss your experience in cross-functional collaboration and how you've contributed to team success in previous roles.
