Senior Renewal Representative

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Sophos

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1985

🔒 Cybersecurity

☁️ SaaS

💰 Post-IPO Equity on 2021-08

Cybersecurity • SaaS

Sophos is a leading cybersecurity company that specializes in protecting businesses against advanced cyber threats. The company offers a comprehensive suite of security solutions, including endpoint protection, managed detection and response (MDR), network security, and cloud security. With a prevention-first approach, Sophos aims to stop ransomware and other cyber threats before they cause harm. Sophos provides services such as threat research, security training, and operational support to ensure robust defense against cyberattacks. Their solutions cater to various industries including finance, healthcare, government, manufacturing, and retail. The Sophos Central platform delivers centralized security management, integrating seamlessly with existing IT infrastructure to enhance security posture.

📋 Description

• 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.

🎯 Requirements

• 3 years’ experience in renewal account management working with decision-makers in cyber security domain 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 • 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.

🏖️ Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. • Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit • 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