Renewals Sales Specialist – German

Renewal 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.

Activities:

• Work closely with Client Executives and CSM to determine account install base (IB) strategy and identify and qualify renewal opportunities.
• Own IB management process and support IB renewal sales within their IB renewal specialty (renewal, tech refresh, keystones, cloud subscriptions etc.);
• Oversee the renewal opportunity creation and hygiene.
• 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.
• Design, scope, and prepare customer proposals within their assignment (aligned to specialty)
• 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.
• Serve as subject matter expert and provide technical advice related to customer proposals/quotes to help address queries from customers and channel partners; provide advice on compliance matters and policies.
• Engage with the channel partners to progress renewal opportunities through the sales cycle.
• 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.

Skills and competencies:

• 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.

Why NetApp?

NetApp is a specialist in a world of generalists. We excel at elevating the world’s largest clouds. We are data-driven and empowered to innovate. Trust, integrity, and teamwork converge to make a difference for our customers, partners, and communities.

We advocate for a healthy work-life balance. Our best-in-class volunteer time off program provides employees 40 hours of paid time off per year to volunteer with their preferred organizations. We offer comprehensive medical, dental, wellness, and vision plans for you and your family, as well as educational assistance, legal services, and access to discounts. Additionally, we provide financial savings programs to help you plan for your future. If you’re eager to learn and solve problems, join us. #LifeatNetApp

Source ⇲