[Remote] Renewals Representative – Mid Market Segment

Note: The job is a remote job and is open to candidates in USA. Sophos is a global leader in advanced security solutions, and they are seeking a Renewals Representative to partner with Account Managers to achieve renewal and expansion sales targets. The role involves managing renewal opportunities, maintaining customer relationships, and supporting the renewals process in a prescribed territory.

Responsibilities

• 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

Skills

• 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

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees.
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing

Company Overview