Renewal Account Manager

Role Summary

The Renewals Account Manager is an individual contributor sales role, responsible for achieving sales target by reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory. As customers have acquired Sophos solutions, it is necessary that we continue to ensure those customers realize the value expected from their purchase and renew and ideally expand that business relationship together. The Renewals Account Manager will be responsible for managing the full pipeline of renewals business in a prescribed territory and exceeding renewals targets for the India market.

What you will do

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.

What you will bring

3-5 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.

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, strong cybersecurity knowledge an advantage.

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.

#LI-Remote#B1Ready to Join Us?At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos?· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.· 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