Renewals Sales Leader

Splunk

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.

• Territory to be covered - Middle East & Africa, Turkey, CIS subject to change.
  
  

Location - Based Dubai

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 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.
• 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.
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