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.
What you will do
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.
What you will bring
3 years’ experience in renewal account management working with decision-makers in large organizations 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, strong cybersecurity knowledge an advantage.
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.
Skills Required
- 2-3 years' experience in renewal account management or sales roles
- Strong understanding of the enterprise renewals sales cycle
- Ability to build strategic account plans
- Exceptional negotiation and closing skills
- Solid technical acumen and strong cybersecurity knowledge
- Experience selling through and with channel partners
- Ability to manage complex customer accounts
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
Sophos Insights
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
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