Reporting to the Director, Sales, the Renewals Specialist is responsible for making sure Cofense clients renew successfully, expand product adoption, upsell current accounts, prevent churn, and be the voice of our customers. Additionally, the Renewal Specialist will report on important trends and findings to their direct manager, and team. In this position, you will work predominantly in a virtual capacity interacting with customers via phone, video, and email; therefore, excellent communication skills are required.
Essential Duties/Responsibilities
- Manage all aspects of the renewal process for a defined set of Cofense customers to ensure continuous access to Cofense’s products and services, drive long-term agreements, and maintain and grow revenue.
- Propose deal structures and lead price negotiations to maximize value-based renewal pricing that meets/exceeds renewal targets.
- Prepare, review, and send quotes to customers 90-120 days prior to the subscription expiration date to ensure timely processing.
- Effectively handle challenges during the renewal process (contract questions, negotiations, re-sell to a new contact) to maximize retention rates and minimize churn.
- Maintain an accurate forecast of renewals pipeline.
- Track and manage all renewal activity in Salesforce.
- Convey the value proposition for Cofense’s product subscriptions, technical support, and other services.
- Collaborate as-needed across the Customer Success team.
- Exceed customer expectations in all aspects of the renewal sales cycle.
- Exceed quarterly and annual renewal goals.
- Keep all Salesforce accounts updated with notes, risks, and renewal status.
- Consistently meet key performance metrics.
- Other duties as assigned.
Knowledge, Skills and Abilities Required
- Previous sales, account management, or customer success experience, especially in software, is a plus.
- Critical skills include Salesforce experience, pipeline management and a demonstrated ability to close renewal opportunities in your defined sector.
- Ability to manage a high volume of accounts in Salesforce.
- Ability to keep close track of our customers throughout the 90 -120 day period prior to renewal and assist as needed throughout the customer’s annual lifecycle.
- Excellent interpersonal skills and ability to build trusted relationships with individuals at all levels within an organization.
- Proven objection-handling skills.
- Strong customer-focus and service oriented.
- Ability to multi-task in a fast-paced environment.
- Must be a hands-on, individual contributor and a collaborative team player.
Education and/or Experience:
- 2+ years of software sales or account management (renewals focus preferred) experience, ideally selling to a corporate IT audience.
- Experience selling cybersecurity solutions is a plus.
- Experience building quotes in Salesforce.com.
- Proven history overachieving sales/renewal quotas in high-growth company.
- Experience in a SaaS-based environment.
- Bachelor’s Degree preferred.
- Disclaimer-
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.
