Our purpose is to build a safer and more resilient digital world. Every day, we live this purpose by helping SecOps, ITOps, and engineering teams keep their organizations securely up and running. In 2024, Splunk was acquired by Cisco to help customers continue to build resilience across their entire digital footprint. Today, many of the world’s largest and most complex organizations rely on Splunk to protect their mission-critical systems.
Digital resilience is a team effort. Let’s build it together.
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 vision. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. We’re committed to our work, customers, having fun and most importantly to each other’s success.
The Splunk Renewals team in EMEA is a result driven and collaborative bunch. 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 renewals team, 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, has a strategic mindset and can coach and mentor a team as the function continues its transformation journey within Cisco. This is a senior leadership role with the responsibility to lead other managers.
Territory to be covered - Nordics, Belux, Netherlands, Switzerland, Austria, Germany and France – subject to change.
Location - UK, Lisbon.
Responsibilities
○ Align with organisational and corporate objectives to develop and execute a regional plan for revenue retention for the region.
○ Lead change management initiatives across the region.
○ Partner with other leaders across the business on strategic initiatives.
○ Develop new ideas to efficiently scale and transform the business.
○ Produce accurate and detailed regional forecasts on a minimum 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.
○ Listen to other views but also be able to air your opinion with evidence and passion.
○ 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.
○ Represent or stand-in for the Director of EMEA Renewals as and when required – for example on regional/global forecast calls, meetings and relevant forums.
○ 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.
○ Performance manage substandard performance.
○ Have a thoughtful and clear approach to timely decision making.
○ Approach conflict management in a decisive yet diplomatic manner.
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.
- 10+ years of relevant leadership experience.
- Languages – fluent in written and oral English and a second European language can 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.
