Renewals Manager
Riverbed Technology
full-time
Posted on:
Location Type: Remote
Location: District of Columbia • Maryland • United States
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About the role
- Preparation of high volume renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are received.
- Review and interpretation of contractual terms and conditions.
- Proposed creative deal structures and lead pricing negotiations.
- Validation of customer asset lists.
- Contact and follow-up with customers and partners to ensure timely maintenance renewal.
- Understand product, systems and processes to assist in selling maintenance renewals.
- Ensuring contractor/partner/customer awareness and understanding of applicable product elements.
- Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
- Manage customer requests for contract merges, transfers and licenses purges.
- Field inbound calls from various sources and work to understand and satisfy the request.
- Partner with field sales to save any potentially lost maintenance renewal.
- Track contract non-renewal including reasons for cancellation.
- Prepare forecasts of maintenance renewal bookings within a 10% accuracy rate.
- Timely resolution of backlog in assigned territory.
- Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
- Ensure reporting and communications is frequent and bi-directional.
Requirements
- Multiple years previous experience in sales, specifically software maintenance renewals in the FEDERAL space.
- Must thrive in a quota driven environment.
- Must have the ability to negotiate and up-sell maintenance offerings and build relationships both internally and externally.
- Account planning experience and involvement in the alignment of sales, channel, professional services and training teams around renewal events.
- Ability to forecast maintenance bookings and a strong desire and willingness to learn.
- Apt ability to multi-tasker and juggle priorities to facilitate on-time Maintenance & Support Renewals.
- Experience structuring deals and excel at creative problem solving.
- Excellent organizational skills with the ability to take initiative and work proactively with minimal supervision.
- Must possess excellent customer service skills with an orientation towards helping the customers.
- Strong working knowledge of Microsoft Office, Oracle and Salesforce.com applications is desired.
- Basic understanding of telecommunications, networking and IP technology solutions is preferred.
- Strong preference for second language proficiency, but not required.
- Bachelor’s Degree or Equivalent Work Experience.
Benefits
- Flexible workplace policies
- Employee resource groups
- Learning and development resources
- Career progression pathways
- Community engagement initiatives
- Global employee wellness programs
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales experiencenegotiationup-sellingaccount planningforecastingdeal structuringproblem solvingcustomer servicelicense reconciliationcontract management
Soft skills
relationship buildingmulti-taskingorganizational skillsinitiativeproactive workcommunicationcollaborationcreativityadaptabilitycustomer orientation
Certifications
Bachelor’s DegreeEquivalent Work Experience