Renewal Executive - Midmarket GCR

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Position Overview

The mission is to create customer loyalty and growth through irresistible customer experiences. The Renewals Specialist/Executive is responsible for driving, forecasting, and ensuring the closure of renewals.

The role is also responsible for identification and creation of expansion opportunities. This role works primarily through direct customer engagement, collaboration with partners, and alignment with Worldwide Sales teams. In addition, this role focuses on the identification and mitigation of renewal churn risk and ensures the delivery of irresistible customer experiences.  

The Renewal Executive focuses on supporting Value Added Distributors and is responsible for driving, forecasting, and closing subscriptions renewals in conjunction with Partners and directly with customers. Furthermore, the Associate SSEs engage directly with partners’ leadership and partners’ Customer Success (CS) Organization and is responsible for renewals pipeline management, as well as development and enablement of partner proficiency and practices around onboarding, adoption, and renewal. A secondary responsibility is a role as a CS subject matter expert and assure CS workshops and regional promotion of Partner CS development.

Responsibilities

• Achieve assigned sales quotas • Builds opportunity pipeline and forecast management for assigned set of accounts

• Drives partner forecasting for Territory region (geo depended)

• Provides deal-specific primary and secondary sales support, i.e., deal creation, development, presentation, negotiation and closure

• Serves as an escalation point for all renewal issues that impact the customer's retention and is responsible for driving risk mitigation execution

• Identifies customer upsell and expansion opportunities

• Reports on sales results and analysis by customer segment, region, sales channel, and product

• Coordinates and executes collaborative channel partner, assigned territory sales, and customer sales meetings to increase renewals performance

• Manage the direct renewals directly with the end-users

• Travel may be required

Strategic Territory – Duties and Responsibilities listed above and including:

• Pipeline and forecast management for Strategic and Top Account renewal opportunities

• Works closely with Strategic Territory sales and partner ecosystems to drive renewal and expansion opportunities

Midmarket – Principal Duties and Responsibilities listed above and including:

• Pipeline and forecast management for Mid-Market renewal opportunities

• Works closely and aligns with Midmarket sales and partner ecosystems to drive renewal and expansion opportunities

• Collaborate with assigned partners to drive partner forecasting and provides deal specific updates to CCS and sales counterparts (geo depended)

• Enhance customer and partner relationships, QBR's, drive and close renewals, while aligning TASE's /Sales management meetings

Note: Lower levels of this job may not be responsible for all of the duties listed

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