Renewals Representative

Role Summary

The Renewals Representative is a quota-carrying overlay sales role, responsible for partnering with a small number of Account Managers/Executives to jointly achieve overall renewal and expansion sales targets. The Renewals Rep will focus on reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory, while supporting and enabling expansion motions in partnership with the AM/AE. 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 Rep will be responsible for managing the pipeline of renewals opportunities that are not already being driven by their AM/AE partners in a prescribed territory.

What You Will Do

• Closely collaborate with Account Manager/Executive teammates in shared territories to divide and conquer to maximize NRR
• Team to achieve agreed-to quarterly renewal and expansion sales goals, develop strong relationships with key partners, buyers and influencers and leverage these during the renewals sales process.
• Maintain strong partner and customer relationships, understand their business needs, and align them with Sophos solutions.
• Identify customer renewal risks and collaborate with channel partners, sales teammates, 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.
• Support and manage the end-to-end renewals process, including maintaining an accurate renewals opportunity 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.

Renewals Representative by Segment

• Enterprise Renewals Rep: Low volume engagement driven primarily through strategic partnership with Enterprise Account Executive, within or outside of the renewal window. Engagement based on collaboration with AE regarding risk or potential.
• Midmarket Renewals Rep: Medium volume engagement within renewals window, partnering through opportunity tagging by Account Executive, and outbound engagement for any untagged renewal window opportunities.
• Commercial Renewals Rep: High volume engagement within renewals window, leveraging outbound digital, cadenced engagements. Motions driven primarily through partner engagement with reactive actions in support of full book of commercial renewals within renewal window.

What You Will Bring

• Bachelor’s degree in Business Administration, Communications, or Marketing preferred; or proven relevant experience in previous roles.
• 1-3+ years experience in renewal account management or sales roles working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.
• Familiarity with Salesforce tools such as Lightning and CPQ, as well as additional tools like Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook.
• Strong understanding of the Renewals sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
• Exceptional retention risk discovery skills, value proposition presentation, negotiation, and closing skills
• Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams and build relationships with customers.
• A self-motivated and proactive approach to a set of tasks, with the ability to work independently and prioritize tasks effectively.
• Solid technical acumen able to explain the benefits of different technologies and strong cybersecurity knowledge an advantage.
• Experience in selling through and with channel partners, and ability to thrive in a team-selling environment