Senior Renewal Representative

Role Summary

The Senior Renewal Representative is an individual contributor sales role, responsible for achieving sales target by reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory. As customers have acquired Sophos solutions, it is necessary that we continue to ensure those customers realize the value expected from their purchase and renew and ideally expand that business relationship together. The Renewals Account Manager will be responsible for managing the full pipeline of renewals business in a prescribed territory and exceeding renewals targets for the India market.

Achieve agreed-to quarterly sales goals, develop strong relationships with key buyers and influencers and leverage these during the renewals sales process.

Maintain strong customer relationships, understand their business needs, and align them with Sophos solutions.

Identify customer renewal risks and collaborate with channel partners, sales management, and the customer success team to coordinate activities to mitigate the risk.

Work closely with customers, channel partners and internal teams to acquire the documentation necessary for Sophos to correctly recognize revenue transactions.

Own and manage the end-to-end renewals process, including maintaining an accurate forecast status in SFDC

Follow Sophos standard renewals sales processes and policies including forecasting management, conducting sales campaigns, documenting activities, following up on assigned actions, etc. 

Execute a planned cadence of engagement customers and put detailed strategic account plans in place where appropriate.

Work in support of the new business sales team when their expansion business is in conjunction with a pending renewal to ensure full renewal is achieved and partnering to support the additional growth solutions to the customer’s desired cybersecurity and business outcomes.

3 years’ experience in renewal account management working with decision-makers in cyber security domain with a proven track record of achieving and exceeding sales quotas.

Prior experience in SFDC/Salesforce CRM

Strong understanding of the enterprise renewals sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.

Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.

Exceptional retention risk discovery skills, value proposition presentation, negotiation, and closing skills

Solid technical acumen able to explain the benefits of different technologies

Experience in selling through and with channel partners, and ability to thrive in a team selling environment

Ability to manage complex customer accounts and large contract values.