The Renewal Sales Representative (Renewal Manager) 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 Tokyo offices as part of our Japan Renewals team.
Responsibilities:
- Working as part of the Japan 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.
Skills/Knowledge/Capabilities:
- Speak Japanese and English
- 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
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