EMEA COE Renewals Manager

2 tygodni temu

Kraków, Polska Splunk Inc Pełny etat
Join us as we pursue our vision to build a more data resilient world. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, our customers, having fun and most importantly, to each other’s success. Learn more about Splunk careers and how you can become a part of our journeyRole:Would you like to play a key role in the success of our rapidly growing Software as a Service (SaaS) business? If so, Splunk is looking for an experienced, results-driven candidate with extraordinary leadership skills. This individual will lead a team driving a high-volume transactional workload, directly connected to predictable revenue outcomes, with exceptional attention to detail. Under this leadership we are building a team responsible for supporting Splunk’s EMEA SaaS Renewals business - in a transformational environment. The EMEA Renewals Center of Excellence Manager is responsible for driving successful outcomes through process innovation and implementation, territory design, pipeline inspection and forecasting, and program management. These efforts will be focused on leading a team of renewals professionals responsible for quoting and booking license renewals of Splunk's industry-leading software as well as working in close partnership with Sales and Success Management teams to maximize retention, minimize churn risk, and drive growth at the renewal event.As part of this role, you will enhance the scalability of the renewals business through ensuring your team is well equipped to drive efficient quoting, process enhancement, and strategic engagement with cross functional teams to drive positive outcomes for Splunk and our customers.This position carries a quota and goals, focused on the team’s efficient quoting, strong renewal rates, and enhanced scalability of the renewal business. The position will be based in our Krakow office as part of our renewals team supporting Europe and the Middle East.

Responsibilities:

Lead a team of renewal professionals and ensure consistent outcomes against corporate objectives through effective process design, territory planning, team enablement and performance management..

Proactively identify, document, and enhance processes that extend renewal efficiency, effectiveness, accuracy, and insight generated from renewals performance while also maintaining exceptional customer experiences for internal and external customers

Provide dedicated support to our broader renewals business by ensuring your team can efficiently drive quote creation, customer outreach, deal level analysis, order processing, and booking.

Work closely with Renewals Management to maintain an accurate forecast, capture status updates and proactively research/address data gaps. Keep current on Splunk’s pricing strategies, quoting systems, contracting tools, and subscription management tools to identify and mitigate risks to operational coverage and reporting.Work as part of the Renewal Sales Leadership team, manage a sales territory while meeting/exceeding renewal rate and driving efficiency and scale across the businessEnable and monitor your team’s ability to prepare accurate renewal quotes a minimum of 90 days in advance of subscription expirationInstill in your team an ability to proactively identify issues that may impact a renewal and escalate as necessary to ensure those risks are mitigated well in advance of renewal Resolve order issues with Customer Service and Order ManagementTrack pending and lost renewals including reasons for cancellationCollaborate with Partner Operations, Sales Operations, Partner Development and Order Management teams to ensure quotes and orders meet defined criteria for factors such as booking and revenue recognition (i.e. Proof of Sell Thru, billing, etc)

Requirements:

Demonstrated experience successfully leading a team of renewal professionals responsible for a book of high volume, high velocity renewal transactions.You possess experience in selling, demand generation, or renewing enterprise software in a diverse customer base with a demonstrated ability to meet or exceed a sales quota for retention and/or growthExperience in a sales function that includes both direct customer interaction and working within a channel sales modelAbility to build relationships both internally and externallyProgram management experience with demonstrated ability to drive innovation and scale: you instigate and welcome change that improves efficiency and business outcomesExcellent organizational skills with proven attention to detail paired with the ability to prioritize tasks, take initiative and drive successful outcomes for your team while adhering to deadlinesPractical, current, hands-on knowledge of Enterprise Sales Infrastructure, such as Salesforce CRM/CPQ and Renewals Management/Recurring Revenue Management software (i.e. Gainsight or similar Customer Success Management platforms)Comprehensive understanding of SaaS and/or Enterprise Sales business model with understanding of customer lifecycle measures and revenue streamsAbility to proactively design and improve processes while ensuring adoption across a highly matrixed organizationExcellent, executive level written and verbal communication skills - in the English Language - ability to compose effective and accurate correspondence cross-functionally with various internal and external parties.

Skills/Knowledge/Capabilities:

Minimum of three years experience leading renewals and/or customer experience teamsBachelor’s degree or equivalent work experience in technical sales/renewalsExperience driving and implementing innovation to help drive efficiency and scaleAbility to multi-task and track multiple issuesExcellent customer service skills with an orientation towards helping customersStrong desire and willingness to learn

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