Jon McKellar

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 $1.9 billion in revenue across 10,000 transactions in FY26. 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.

Hired in Feb 2016 as Manager, Inside Sales to manage the newly created Growth & Acquisition Team consisting of SDR, BDR, and Renewals functions. Grew the team from a total of ten to over twenty before focusing solely on Renewals where I was quickly promoted to Sr. Manager, followed by Director, Renewals Americas in Feb 2018.

In this role, I lead Enterprise and Commercial Renewals teams across TX and NC office locations having grown the team from four to twenty-one over the course of four years. This is a quota-carrying role responsible for the post-sale success of all AppDynamics customers in the Americas with a quota of $214 million TCV in FY20. We achieve success through working closely with Sales and Customer Success leadership to ensure all existing customers are seeing the value in their purchase leading to a successful on-time renewal.

Joined the BlackBerry Sales team in Waterloo, ON as an Inside Sales Representative in November, 2007 and was promoted to Inside Sales Account Manager the following July. Following success as an individual contributor in both roles, I was promoted to Team Lead and then Manager of Inside Sales.

Relocated from Waterloo to Dallas in January 2014 to help grow the US Enterprise Business where I became responsible for leading the Inside Sales team for BlackBerry covering the US region and achieved over 110% of quota during this time. In this role, I was accountable for driving $12 million per year in Software and Services revenue from mid-market accounts.

Hired in April, 2005 as an Intermediate, BlackBerry Customer Care in Waterloo, ON. In February, 2006 I was chosen to help open our new Halifax, NS office where I was responsible for the following:

• Handled supervisor escalations and provided associate support via escalation queue
• Participated in projects to ensure readiness for new and unreleased products
• Developed, maintained and executed new hire and refresher training on a variety of RIM job functions