Regional Renewals Sales Manager - Southern Europe

UK Based (we will also consider applicants based in France)

Job Description

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 disruptive new vision to make machine data accessible, usable and valuable to everyone. 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, 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 journey!

Our Splunk Family in EMEA is a results driven and collaborative bunch spanning functions across sales, customer success, support, marketing and G&A functions. 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 successful candidate will work with the team to drive sales performance, track actual performance across the quarter, forecast final performance, report on outcomes and provide qualitative insight on performance.

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

Responsibilities:

• Lead daily activities of renewal sales professionals, including mentoring and support, performance evaluation, training-plan definition, and problem solving

• Provide guidance and expertise to the team as they manage and develop account activities within their territory

• Renewal forecast on rolling four quarters outlook

• Meet and exceed renewal rate, net retention quarter on quarter

• Reduce churn target quarter on quarter

• Liaise with cross functional teams to mitigate renewal risk

• Liaise with the sales organisation to develop long term account strategy on large and focused accounts

• Cross collaboration with Channel team on developing effective channel strategy on renewals

• Encourage growth and career development for the team through coaching and mentoring

• Align with organisational and corporate objectives to develop and execute an action plan to ensure revenue growth and profitability

• Hire, develop and retain top renewal-sales talent

• Serve as team liaison coordinating interactions between internal department and/or external customers as appropriate

• Define, streamline and implement internal business process including development of operational and procedural guidelines

Requirements:

• You are laser focussed on Operational Excellence

• 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 come from a SaaS sales background, where you have demonstrated a track record of positive results and strong competency in Sales Performance Management, renewals, driving growth, driving team development and performance

• You have operated in a recurring revenue model, interacting 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 judgments creatively, on limited and evolving data

• You have excellent organisational, operational, and time management skills

• You are autonomous and can manage an autonomous team

• You can manage and train staff, including organising, prioritising, and scheduling work assignments

• Strong interpersonal, communication and problem solving skills and the ability to work effectively with a wide range of individuals in a diverse community

• Proficient in MS Office Suite, SalesForce and NetSuite software applications

• Consistent track record of Enterprise Software Sales Management, Renewals and Growth

• 5+ years experience managing people in the software industry

• Demonstrable history of personal and career development - increasing responsibility and span of control

• Languages - Native in English and having a second language out of French, Spanish, Italian or Arabic would be advantageous.

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which you are applying.

For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

Note:

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 comprehensive benefits and wellbeing offering at https://splunkbenefits.com .