Strategic Account Renewal Representative

1 week ago

Bucharest, Bucureşti, Romania Bitdefender Full time €40,000 - €80,000 per year

Job Description:

Bitdefender, the technology leader in security software industry, is seeking for a Renewal Representative to manage its strategic renewals/key accounts for the Spanish speaking markets.

The role is key for Bitdefender as the designated person will be responsible for managing high value transactional renewals across our largest and most strategic customers, working in close partnership with Sales and Success Management teams. The purpose is to drive high retention rates across renewals in addition to leveraging the renewal event to increase the net new license attach rate by cross selling and upselling Bitdefender's emerging technologies and adding new services – all that through building beneficial, positive relationships with customers, the broader account management team, and channel partners. The position carries a sales quota.

Responsibilities:

  • Renewals in the allocated segment of key customers achieved through business partners or direct contact with end-users;
  • Working as part of EMEA Sales team, manage a sales territory carrying an individual quota in contract renewal and growth;
  • Working several quarters ahead of renewal dates to ensure customer 'Renewal Readiness', engaging with the broader account team, partners and customer health data to identify renewal risk, and partner on remedial actions aimed at securing an on-time renewal, with growth potential;
  • Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximize the opportunity;
  • Manage renewals from opportunity to invoice, understanding pricing and contractual obligations;
  • Pro-actively identifying issues that may impact a renewal, and engaging all available resources to resolve;
  • Meets assigned renewal and retention targets and aligns themselves with the regional strategy set by the Regional Sales leaders;

Retention activities:

  • Uses people and technology resources appropriately to proactively address and correct identified risks for assigned accounts;
  • Makes recommendations to help at-risk customers, promote overall customer satisfaction, product adoption, retention, and renewals;
  • Partners with Sales (Sales teams, Partner Ecosystem, Technical Support, Sales Support, Etc.) on account and territory planning as appropriate to promote a positive customer experience;
  • Supports evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance;
  • Prepare weekly forecasts of renewal bookings and renewal rates within a tight band of accuracy;

Requirements:

  • Experience in selling, demand generation, or renewing enterprise software across a diverse customer base, with a proven track record of meeting or exceeding sales goals for retention and growth;
  • Fluency in Spanish and English;
  • Experience in a sales function that includes both direct customer interaction and working within a channel sales model;
  • Manage accounts by building and developing client relationships through personalized contact, understanding of client's needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services;
  • You are able to sell value at all levels over the phone;
  • Ability to build relationships both internally and externally;
  • Excellent organizational skills with the ability to prioritize tasks, take initiative and work with minimal supervision;
  • Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.

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