Jon McKellar

About Jon McKellar

Renewals and Software Sales Leader with nearly 20 years of experience and a proven track record of building, scaling, and leading high-performing sales and renewals teams. Skilled in driving success across ARR, ACV, and TCV targets, I have consistently delivered results by collaborating with enterprise accounts through Direct Sales, Inside Sales, and Channel Sales.Since joining Splunk in 2020, I have transformed a legacy contract renewals team into a modern SaaS Renewals function, achieving a significant increase in renewal rate performance—from the high 70% range to the high 80% range. Currently, I lead AMER and PBST Renewals, Splunk’s largest theaters representing 70% of the global business, managing $1.6 billion in revenue across transactions annually. I oversee critical functions, including territory planning, pricing and discounting, and predictive revenue modeling, while partnering with senior leadership to align renewals with Splunk’s broader revenue and investor objectives.Adept at engaging with Operational and Sales Leaders and C-level executives, I am a self-motivated, tactical, and strategic leader with expertise in analytics, relationship management, and team building. I pride myself on my ability to drive efficiency and innovation, ensuring long-term success for both my teams and the organizations I serve.

Experience

1. Group Vice President - Americas and Public Sector Renewals

   Splunk

   Feb 2023 — Present · Dallas, TX, US

   Joined Splunk in March 2020 to lead the transformation of a legacy contract renewals team into a modern SaaS Renewals function. By fostering integration with Field, CX, and Product teams, I helped drive a significant increase in renewal rate performance—from the high 70% range to the high 80% range.As the Leader of AMER and PBST Renewals, Splunk’s two largest theaters representing 70% of the global business, I am responsible for overseeing the renewal of $1.6 billion in revenue across transactions in FY25. To achieve this, I have driven operational efficiencies by transitioning 20% of lower-dollar renewals offshore while maintaining historical renewal rate performance. I own territory planning, target setting, and pricing and discounting strategies for AMER and PBST Renewals and serve as the primary point of contact for senior leadership in these theaters. My role involves providing strategic advice, guidance, and problem-solving for renewals-related challenges. Additionally, I lead predictive revenue modeling efforts for AMER and PBST, which represent 70% of Splunk’s global revenue. This work is critical in ensuring alignment with Splunk’s revenue plans and meeting investor expectations.

Skills

• Mobile Devices
• Channel Sales
• Inside Sales
• Wordperfect
• Unified Communications
• Leadership
• Telecommunications
• Blackberry
• Direct Sales
• Wireless
• Sap
• Account Management
• Strategic Partnerships
• Salesforce.com
• Customer Satisfaction
• Enterprise Software
• Management
• Sales Management
• Bmc Remedy
• Solution Selling
• Go-to-Market Strategy
• Application Performance Management
• Voip