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Renewal Sales Specialist
Windsor, England, United KingdomAbout NetApp
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Role Summary:
Renewal Sales Specialist is responsible for installing base management of the existing customers in the effort to retain (as primary focus) and grow customer base. The role executes in line with GTM strategies and initiatives to grow revenue generated from customer renewal (install base) sales and meet KPIs for tech refresh, add-on, and renewals sales. This position is aligned to our Windsor office and is hybrid role.
As a Renewal Sales Specialist, your responsibilities include:
- Collaborate closely with internal/ external stakeholders to identify and qualify renewal opportunities for our existing customers.
- Maintain and grow renewal rates (including renewal on-time (OTRR) and in-quarter (IQRR) rates, tech refresh, keystones, cloud subscriptions etc.) and discount governance.
- Establish profitable relationships with the channel partners, customers, and account teams with the focus on renewal, identifying opportunities for upselling and minimizing churn.
- Own quoting process and quote quality for core renewals, tech refresh, managed services (Keystones), and cloud renewals; collaborate with NetApp quoting team to ensure quality, timeliness, and accuracy of quotes.
- Be a subject matter expert in providing customers and channel partners with advice on Netapp renewal offerings along with matters on policies and compliance.
- Educate channel partners on the renewal IB process and opportunity management process.
- Attend customer/partner escalations related to renewal sales and/or IB matters and engage with cross functional teams to seek resolution.
Business Objectives:
- Successful execution on customer renewal strategy to drive retention dollar outcomes.
- Maximize the customer renewal potential.
- Improved retention rates (renewal, tech refresh, keystones, cloud subscriptions etc)
KPI’S:
- Retention rate
- IB renewal rates including IQRR and OTRR, tech refresh rate.
- Discount governance
Who will you work with?
- Partners, Distributors, Program Managers, Client Executives, CTR’S, CAM’s CSM’s.
- Cross-functional teams (Deal desk, Sales Ops, Finance, OM, BA, etc.)
How will you work with them?
- Participate in account planning sessions with the Account Executives and CSM’s on key ENT and GL accounts to align on the customer strategy (territory planning with CTRs/CTMs for Commercial)
- Day to day interaction with Distributors and Partners to follow up and progress renewal opportunities through the sale cycle.
- Engage with cross functional teams to resolve customer and partner escalations related to renewal sales and/or IB matters.
- Serve the account team as subject matter expert with the complex deals and answer technical queries related to renewal proposals/quotes.
Job Requirements
- Aptitude and readiness for learning and understanding new technologies.
- Creativity in problem-solving and good customer service skills
- Ability to understand and communicate technical solutions and selling concepts.
- Strong ability to use data to drive insights and execute.
- Has strong communication and organizational skills.
- Interacts and collaborates with cross functional teams across time zones and cultures.
- 3+ years of experience required
Did you know…
Statistics show women apply to jobs only when they’re 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.
Why NetApp?
In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.
If you run toward knowledge and problem-solving, join us.
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