The Renewal Specialist is responsible for install base management of the existing customers in the effort to retain (as primary focus) and grow customer base throughout their asset lifecycle. The role executes in line with GTM strategies and initiatives to grow revenue generated from customer retention (install base) sales and meet KPIs for tech refresh, add-on, and renewals sales.
Negotiate all facets of renewal contracts and develop winning negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from NetApp
Identify customer needs and demonstrate account management capabilities to guide renewal closure
Maintain an understanding of NetApp licensing and consumption models to provide both sales and customer assistance in licensing discussions
Partner with Customer Success to monitor customer health metrics to identify risks
Develop renewal risk mitigation strategies and guide appropriate actions with partner teams
Work with the wider team to provide regular and accurate updates on renewal stage progression to management and escalate as needed
Accountable for renewals forecast for assigned district and maintain an accurate and detailed opportunity pipeline
Engage customers in conversations around renewal readiness, timing, and general customer needs
Partner with Customer Success team and connect with customers on multi-year contracts to ensure continued engagement and customer value realization
Present renewal proposal(s) and options to customer and notify customer of upcoming contract expiration
Lead the mechanics of the quote-to-close process, ensuring quote quality and timeliness
Work with Field Sales, Services, Quoting Team, and Excellence teams to resolve complex issues regarding renewal opportunities
Partner with our Customer Success organization to review customer value achievement to achieve customer product adoption and high use
Position the value of and upsell services portfolio through value selling approach
Skills, Competencies, & Requirements
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 and insights to drive win/win outcomes
Has strong communication and organizational skills
Interacts and collaborates with cross functional teams across time zones and cultures
Demonstrated ability to bring order to scenarios where complexity and ambiguity exists.
Bachelors Degree from an accredited four-year institution or an equivalent combination of relevant education, training, and professional experience that demonstrates the knowledge and skills required for the position
Intermediate skills in Excel to manage and structure data
Experience with Salesforce, PowerBi, Tableau, PPT, Teams, Zoom
The target salary range for this position is $125,000-$145,000. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
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