Renewals Representative- Enterprise Segment at Sophos in Remote

Summary: Sophos is a global leader in advanced security solutions, and they are seeking a Renewals Representative for their Enterprise Segment. This role involves collaborating with Account Managers to achieve renewal and expansion sales targets while maintaining strong relationships with partners and customers. 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 Required Qualifications: - 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 Required Skills: Renewal account management, Salesforce Lightning, Salesforce CPQ, Outreach, Microsoft Excel, Microsoft Power BI, Microsoft Outlook, Renewals sales cycle knowledge, Buyer persona understanding, Closing skills, Cybersecurity knowledge, Channel partner sales Benefits: Remote-first working model, Employee-led diversity and inclusion networks, Annual charity and fundraising initiatives and volunteer days, Global employee sustainability initiatives, Global fitness and trivia competitions, Global wellbeing days, Monthly wellbeing webinars and training