Strategic Account Renewal Representative- Italy

Bitdefender

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, enterprise, and government environments, Bitdefender is one of the industry's most trusted experts for eliminating threats, protecting privacy, digital identity and data, and enabling cyber resilience. With deep investments in research and development, Bitdefender Labs discovers hundreds of new threats each minute and validates billions of threat queries daily. The company has pioneered breakthrough innovations in antimalware, IoT security, behavioral analytics, and artificial intelligence and its technology is licensed by more than 180 of the world's most recognized technology brands. Founded in 2001, Bitdefender has customers in 170+ countries with offices around the world. For more information, visit

Job Description:

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:

• You possess experience in selling, demand generation, or renewing enterprise software in a diverse customer base with a demonstrated ability to meet or exceed a sales quota for retention and/or growth
• 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
• Excellent Italian and English skills
• Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.