EMEA Renewals Inside Sales Representative

The EMEA Renewals Inside Sales Representative is responsible for selling renewals of product support services and license subscriptions to achieve assigned sales quotas. This role involves understanding customer requirements, articulating features and benefits of support plans, managing the quotation and invoicing process, and advising Regional Sales Managers. The representative will maintain current knowledge of Thales products and configurations, and accurately forecast support revenue.

Must Have

• Responsible for selling renewals of product support services and license subscriptions for sales quota achievement.
• Familiarity with company’s support plans and ability to articulate their features, benefits, and pricing.
• Capable of probing for customer requirements to match appropriate support plans.
• Ensures timely and accurate quotations and manages the process through purchase order and invoicing.
• Acts as an advisor to Regional Sales Managers on support services proposals.
• Maintains current knowledge of Thales product lines and product configurations.
• Maintains and reports an accurate forecast of support revenue in territory.
• Responsible for the renewal of all maintenance and subscription contracts within agreed sales region.
• Works closely with sales account managers to identify product/maintenance up-sell opportunities.
• Processes maintenance and subscription renewal activities following defined processes and systems.
• Responsible for accurate and timely tracking and reporting of renewal performance and retention data.
• Ensures all support contracts follow Revenue Recognition guidelines.
• Works with maintenance global team to align processes and establish maintenance pricing guidelines.

Good to Have

• Any additional European language, especially French, German, or Polish.

Perks & Benefits

• Flexible working options (part-time hours, job sharing, home working, flexible start/finish times)
• Opportunities for career learning and development
• Mobility policy for career development at home and abroad
• Inclusive and barrier-free recruitment process with reasonable adjustments

Applicants must have a valid work permit in the UK.

Imperva, A Thales Company is a leading cybersecurity provider delivering best-in-class solutions to protect data and all paths to it!

Why Imperva, A Thales Company?

• 6,200 customers and 500 partners in 100+ countries worldwide.
• The leader in the Gartner Magic Quadrant for Web Application Firewalls for 5 straight years.
• The leader in the Forrester Wave for DDoS Mitigation Services, highest scoring for “current offering” and “strategy”.
• Our market is growing and Imperva is leading the charge. We’re actively seeking the right people to help us reach the pinnacle of performance. Are you ready for an exceptional challenge, where and what you deliver can really make a difference? If so, let’s connect now.

Role & Responsibilities:

Responsible for selling renewals of product support services and license subscription for the achievement of the sales quota assigned.

Has complete familiarity with the various support plans available for the company’s product lines and is able to articulate the features, benefits and pricing of those plans to prospective customers.

Is capable of probing for customer requirements in order to match a support plan to the customer’s needs.

Ensures that the customer receives a timely and accurate quotation for the appropriate support plan or subscription and manages the process through receipt of the purchase order and invoicing.

Acts as an advisor to Regional Sales Managers on the proposal of support services.

Maintains current knowledge of Thales product lines and product configurations.

Maintains and reports an accurate forecast of support revenue in his or her territory.

A week in the life of an EMEA RENEWALS INSIDE SALES REPRESENTATIVE:

Essential Duties and Responsibilities: include, but are not limited, to, the following:

• Responsible for the renewal of all maintenance and subscription contracts within agreed sales region.
• Work closely with sales account managers to ensure product/maintenance up sell opportunities are identified.
• Process maintenance and subscription renewal activities following defined processes and systems, ensuring timely and accurate maintenance renewals are in place for all open agreements.
• Responsible for the accurate and timely tracking and reporting of renewal performance and retention data
• Responsible for ensuring all support contracts follow Revenue Recognition guidelines.
• Work with maintenance global team to align processes, establish maintenance pricing guidelines.

Knowledge, Skills and Experience:

• Solid 5+ years of experience in Renewals sales or CSM is preferred.
• Educated to degree level or equivalent standard.
• Experience in a fast paced sales environment.
• Proven track record of working in a similar IT related environment, preferably a Pan European matrix structure.
• Good understanding of CRM or ERP systems – Salesforce, CPQ
• Strong influencing and negotiation skills.
• Sales or telephone sales experience and/or customer service/support experience
• Strong objection handling skills
• Excellent oral and written communication skills
• Excellent interpersonal skills
• Organizational and follow up skills, problem solving and analytical skills with the ability to prioritize and multi-task in order to meet deadlines.
• Good decision making ability
• Any additional European language especially French, German or Polish will be value addition.

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