Renewals Sales Manager - EMEA South

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Description

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 bunch. 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!

You will be accountable for the overall success and development of a team of Renewals Sales Representatives, who drive customer retention, renewals and growth for Splunk's industry-leading enterprise software solutions.

The role requires an individual who is customer focused, operationally astute, enjoys making data driven decisions, is at home collaborating with a broad range of stakeholders, can see the bigger picture and can coach and mentor a team as the function continues its transformation journey.

Southern Europe comprises: - France; Italy; Iberia; Middle East & Africa; Turkey; Israel, South Africa and Eastern Europe.

Responsibilities:

• Strategic
  • Align with organisational and corporate objectives to develop and execute a regional plan for revenue retention for the region.
  • Support change management initiatives across the region.
• Operational:
  • Produce accurate and detailed regional forecasts on a rolling 4 quarter basis.
  • Consistently meet and exceed quarterly and annual renewal rate targets and other KPIs.
  • Reduce churn target quarter on quarter through risk identification and risk mitigation recommendations using the available data, reports and dashboard.
  • Define, streamline and implement internal business processes including development of operational and procedural guidelines.
• Collaboration
  • Liaise with cross functional teams to mitigate renewal risk as part of the Unified Risk Management (URM) and Unified Engagement Model (UEM) - using the available tools, defined cadences and best practices.
  • Liaise with the sales organisation to develop longer term account management strategies as required.
  • Cross collaboration with the Partner team in order to ensure optimal execution of the renewal book of business.
• Leadership
  • Hire, develop and retain top renewal-sales talent.
  • Lead daily activities of renewal sales professionals with a hands on and problem solving approach.
  • Encourage growth and career development for the team through listening, performance evaluation, coaching and learning plan definition.

Requirements:

• You are laser focussed on Operational Excellence.
• You come from a SaaS sales background, where you have demonstrated a track record of positive results and strong competency in software sales management, driving growth, driving team development and performance.
• You know how a renewals sales business works. You are intimately familiar with the metrics and measures: Renewal and Churn Rates, Net Growth, and how to performance-manage and forecast your business on that basis.
• You have operated in a recurring revenue model, interacting closely with account management, customer success and operations teams to support growth and retention objectives.
• You thrive in managed change, and seek to push beyond the status-quo, seeking ways and means to drive outcomes and insights.
• You have the experience to make sound decisions and solve problems using data and other inputs.
• You have excellent organisational, operational, and time management skills.
• Strong interpersonal, communication and problem-solving skills and the ability to work effectively with a wide range of individuals in a diverse community.
• You are autonomous and can manage an autonomous team.
• You can manage and train staff, including organising, prioritising, and scheduling work assignments.
• 5+ years of people leadership experience.
• Proficient in MS Office Suite and Salesforce software applications.
• Demonstrable history of achieving targets and professional growth through learning resulting in an increasing span of control.
• Languages - Native in English and a second language out of French or Spanish.

Splunk is an Equal Opportunity Employer.

At Splunk, we believe creating a culture of belonging isn't just the right thing to do; it's also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.

OTE Range

For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

United Kingdom

On Target Earnings: GBP 112,000.00 - 154,000.00 per year.

Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE will vary based on factors such as work location as set out above, as well as the knowledge, skills and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more! Learn more about our next-level benefits at https://splunkbenefits.com.

Thank you for your interest in Splunk!