Senior Renewal Representative

This is a fully remote position, open to applicants in India.

📋 Description

• Meet established quarterly sales targets, cultivate robust relationships with key decision-makers and influencers, and utilize these connections during the renewal sales process.

• Foster strong customer relationships, comprehend their business requirements, and align them with Sophos solutions.

• Recognize customer renewal risks and collaborate with channel partners, sales management, and the customer success team to coordinate efforts to mitigate those risks.

• Collaborate closely with customers, channel partners, and internal teams to gather the necessary documentation for Sophos to accurately recognize revenue transactions.

• Oversee and manage the complete renewals process, ensuring accurate forecast status is maintained in SFDC.

• Adhere to Sophos standard renewals sales processes and policies, including forecast management, conducting sales campaigns, documenting activities, and following up on assigned actions.

• Implement a structured engagement plan with customers and develop detailed strategic account plans when appropriate.

• Support the new business sales team when their expansion efforts coincide with a pending renewal, ensuring full renewal is attained while collaborating to support additional growth solutions aligned with the customer’s cybersecurity and business objectives.

⛳️ Requirements

• A minimum of 3 years’ experience in renewal account management, engaging with decision-makers in the cybersecurity sector, with a proven history of meeting and surpassing sales quotas.

• Previous experience with SFDC/Salesforce CRM.

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

• Capability to be perceived as a trusted advisor to senior executives in large organizations and to develop strategic account plans.

• Excellent skills in retention risk identification, value proposition presentation, negotiation, and closing.

• Solid technical understanding to articulate the advantages of various technologies.

• Experience in selling through and with channel partners, thriving in a collaborative selling environment.

• Proficient in managing complex customer accounts and significant contract values.

🏝️ Benefits

• Sophos operates under a remote-first work model, with remote work being the primary option for most employees.

• Our team fosters innovation and creativity, all while enjoying a strong sense of fun and camaraderie.

• Employee-led diversity and inclusion networks that cultivate community and provide education and advocacy.

• Annual charity and fundraising initiatives, along with volunteer days for employees to give back to local communities.

• Global employee sustainability initiatives aimed at reducing our environmental footprint.

• Global fitness and trivia competitions to keep our bodies and minds sharp.

• Global wellbeing days designed for employees to relax and recharge.

• Monthly wellbeing webinars and training sessions to support employee health and wellbeing.