Geylang - Renewals Sales Representative

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Role

As the Renewal Sales Representative, you will be responsible for managing & selling Term, Cloud and perpetual license renewals of Splunk's industry-leading software, working in close cooperation with Sales and Success Management teams to improve retention, minimize churn risk, and drive growth in our Korean sector.

You will have a consistent track record of success renewing Term Licences and/or Cloud Subscriptions, with growth, and in building beneficial, positive relationships with customers, the broader account management team, and channel partners. This position carries a sales quota.

• Manage a sales territory carrying an individual renewal rate target in contract renewal and growth.
• Meet/exceed assigned renewal rate and retention targets Working 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 aimed at securing an on-time renewal 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
• Maintain accurate account, license, service contract, asset and entitlement records within http://salesforce.com/ and ongoing customer interaction through the available data sources (such as Tableau dashboards).
• Manage renewals from opportunity to invoice, understanding pricing and contractual obligations.
• Predictable Forecasting - Demonstrated success in predictably and consistently delivering monthly and quarterly forecast through strong opportunity management.
• Pro-actively identifying issues that may impact a renewal, and engaging all available resources to resolve
• 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.

• Sales or Renewals experience with Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS), Software-as-a-Service (SaaS), and data /analytics across a diverse customer base with a demonstrated ability to meet or exceed a sales target for retention and/or growth
• Ability to create and communicate business value through data, networking, app dev, and analytics technology C-level poised, confident executive presence and polish, and excellent listening skills.
• Collaborates cross-functionally to ensure adoption and lifetime value by aligning solutions to high priority customer initiatives, adoption, value realization, and ultimately high customer satisfaction
• Expertise in team selling with sales, customer success, pre-sales, partners, and services.
• Experience in a sales function that includes both direct customer interaction and working within a channel sales model
• Works jointly with the wider Account Team to accurately score the health of customers and to
• Identify and Mitigate renewal risk up to a year ahead of renewal date.
• Manage accounts by building and developing client relationships through personalised contact, understanding of client’s needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services
• Excellent organisational skills with the ability to prioritise tasks, take initiative and work proactively with minimal supervision.
• Attention to detail through data analysis, logical thinking and collaboration.
• Has a team mentality.
• Willing to grow and help other RSR teammates grow by offering and accepting wisdom and help when needed.
• Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.
• Fluency in oral and written English – additional Asian languages is a plus.