Renewals Specialist
Core
Manage and sell Term and Cloud license renewals for Splunk's software, driving retention, minimizing churn, and generating growth through upsell/cross-sell opportunities.
Role type
Senior IC sales representative (renewals)
Builds
Splunk software license renewals and expansion opportunities
Domain
IT software / SaaS
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
contract negotiation, account management, sales forecasting, risk identification, opportunity closure, pricing strategy, Salesforce data management, quota management, territory management
Preferred skills
strategic customer engagement, partnership management, expansion opportunity identification
Technologies
Salesforce
Responsibilities
Manage a sales territory with individual quota for contract renewal and growth; Meet/exceed assigned revenue goals and on-time renewal rate targets; Engage with account teams and partners to ensure customer 'Renewal Readiness' and identify renewal risks; Identify and drive expansion opportunities (upsell/cross-sell) to closure; Prepare and provide customer renewal quotes within 90 days of support expiration; Manage renewals from opportunity to invoice; Prepare weekly forecasts of renewal bookings and rates; Pro-actively identify and resolve issues impacting renewals; Track non-renewal, pending, and lost renewals including cancellation reasons.
Seniority
Mid-level, hands-on IC