Manager, Americas Renewals

Company: Cofense
Location: Leesburg
Posted on: September 12, 2020

Job Description:

Reporting to the VP of Sales Support and Renewals, the Manager of Americas Renewals is responsible for leading a world-class renewals organization across the Americas that ensures customers derive maximum value from Cofense products, grow our partnerships and revenue, and maintain and high subscription renewal rate across the entire International teams.

Essential Duties/Responsibilities

* Execute the strategy across renewals in the Americas.

* Managing and improving the customer experience and business cycle on renewals including leading your team members to partner with the business owner, procurement, finance, and legal teams on the client side.

* Improve our relationships with Channel partners to better align with our partner community needs and to uncover new opportunities.

* Oversee monthly, quarterly, and annual planning activities including renewals forecasting, pipeline management and effectiveness.

* Escalation point for your team members and customers, providing guidance on how to resolve satisfaction issues, coordinate internal resources, and seek necessary approvals with proper justification.

* Act as a point of contact for contract negotiations and internal deal resolution.

* Find solutions for non-standard deals that will still adhere to our business rules and policies.

* Identify technical and satisfaction trends and provide "voice of the customer" feedback to upper management.

* Help drive strategic initiatives and program improvement related to infrastructure, workflows, processed and team development.

* Develop staffing plans and hiring of new team members as needed, including forecasting, and determining future needs for the international regions.

* Ensure engagement with pre-sales engineers, customer experience (CX), channel sales, product, and support teams to maximize the customer value, retention rates and drive incremental new revenue.

* Ensure your teams use our CRM tool(s) to their intended capacity for leadership to have visibility in the renewals process and forecast.

* Provide reporting on trends and conduct SWOT analysis for the international regions including the aggregation of competitive threats for presentation to leadership.

* Consistently improve on-time renewal rates and forecast accuracy rates and develop incentive programs as needed to drive behavior that will achieve desired results.

* Will be accountable for enabling your team to develop close relationships with current customers as well as partners, maintaining a high rate of recurring revenue, and looking for opportunities to upsell/cross-sell within the customer base.

* Other duties as assigned.

Knowledge, Skills and Abilities Required

* Business/sales experience, willingness to travel if required for customer visits and Cofense or industry events.

* Proven sales experience of consistently meeting or exceeding targets.

* Excellent negotiation, presentation, and communication skills at all levels of the organization including Executive and C-level.

* Proven ability to drive the sales process from plan to close.

* Positive and professional collaboration skills.

* Ability to effectively lead, mentor and motivate both internal and external teams.

* Capability to present technical information to a variety of audiences.

* Demonstrated ability to forecast and manage information using SalesForce.com.

* Ability to Manage a high volume of accounts in Salesforce.com.

* Ability to keep close track of our customers throughout the 120 days period prior to renewal and assist as needed throughout the customer's annual lifecycle.

Education and/or Experience:

* Four-year Bachelor of Arts or Science Degree preferred.

* 5-10 years successful experience in renewals/sales of information security services and products.

* Minimum two years management/leadership experience.

* Hands on experience in managing sales opportunities in IT security are critical for success in this role.

* Proven history overachieving quota and results in high-growth company.

* Experience in a SaaS-based environment.

- Disclaimer-

The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.

Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor s legal duty to furnish information. 41 CFR 60-1.35(c)

Keywords: Cofense, Leesburg , Manager, Americas Renewals, Executive , Leesburg, Virginia