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About the Role
Manage and sell Term and Cloud license renewals for Splunk's software, focusing on customer retention, minimizing churn, and driving growth. The role involves strategic customer engagement, negotiation, and identifying expansion opportunities.
Responsibilities
- Manage a sales territory with an individual quota for contract renewal and growth within the Japan Renewal Sales team.
- Meet and exceed assigned revenue goals and on-time renewal rate targets.
- Ensure customer 'Renewal Readiness' by engaging with account teams, partners, and customer health data to identify and address renewal risks.
- Identify and drive expansion opportunities (upsell/cross-sell) to generate additional revenue.
- Prepare and provide customers with renewal quotes within 90 days of support expiration.
- Maintain accurate records of accounts, licenses, service contracts, assets, and maintenance entitlements in salesforce.com.
- Manage renewals from opportunity to invoice, understanding pricing and contractual obligations.
- Prepare weekly forecasts of renewal bookings and renewal rates with high accuracy.
- Proactively identify and resolve issues that may impact renewals by engaging available resources.
- Assist Sales and Finance teams with customer and account research and customer audits for renewals.
- Resolve order issues with Customer Service and Order Management.
- Track non-renewals, pending renewals, and lost renewals, including reasons for cancellation.
- Support operational process improvements to enhance renewal efficiency, effectiveness, accuracy, and performance insights.
Requirements
- Consistent track record of success in renewing Term and/or Cloud Licenses/Software Subscriptions with growth.
- Experience in building beneficial, positive relationships with customers, account management teams, and channel partners.
- Ability to strategically engage with customers and/or partners to align their goals with Splunk solutions.
- Ability to manage and ensure account retention through adoption and driving on-time renewal.
- Ability to own, drive, and manage the renewal process, identifying customer requirements, uncovering roadblocks, probing for upsell/expansion opportunities, and demonstrating strong account management capabilities.
- Ability to negotiate renewals, including pricing and service terms, with partners and customers.
- Bachelor’s degree or equivalent work experience in technical sales/renewals.
- Strong attention to detail.
- Logical and analytical thinker.
- Highly motivated and professional.
- Demonstrated negotiation skills.
- Ability to multi-task and track multiple issues.
- Excellent customer service skills with an orientation towards helping customers.
- Strong desire and willingness to learn.
Skills
- Japanese language proficiency
- English language proficiency
- Salesforce.com proficiency
- Communication skills
- Interpersonal skills
Location
- Tokyo, Japan
Work Type
- Full-time
Experience Level
- Mid-level
Education Level
- Bachelor's degree or equivalent work experience
About the Company
- Splunk is revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond.
- Cisco has been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds.
- Cisco's solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
- Cisco fosters a culture of experimentation and creation of meaningful solutions.
- Cisco offers limitless opportunities to grow and build, fueled by a worldwide network of doers and experts.
- Cisco emphasizes teamwork, collaboration, and empathy to achieve global-scale accomplishments.
Equal Opportunity
- Splunk is an Equal Opportunity Employer.
- Splunk prioritizes diversity, equity, inclusion, and belonging.
- 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.
- Splunk considers qualified applicants with criminal histories, consistent with legal requirements.