Renewal Specialist

NetApp, Inc. • Durham, NC

1d • $125,000 - $145,000

About The Position

The Renewal Specialist manages the install base of existing customers, primarily to retain customers and also to grow the customer base throughout the asset lifecycle. The role executes go-to-market strategies and initiatives to grow revenue from customer retention and install-base sales, and meets KPIs for technology refresh, add-on, and renewal sales.

The specialist manages renewal opportunities from customer engagement and renewal readiness through negotiation, proposals, quoting, and close. The role works with Customer Success and cross-functional partners to support customer value realization, identify and mitigate renewal risks, maintain accurate forecasts and opportunity pipelines, and resolve complex renewal issues.

Requirements

• Aptitude and readiness to learn and understand new technologies.
• Creativity in problem-solving and strong 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.
• Strong communication and organizational skills.
• Ability to collaborate with cross-functional teams across time zones and cultures.
• Demonstrated ability to bring order to complex and ambiguous situations.
• Bachelor’s degree from an accredited four-year institution, or an equivalent combination of relevant education, training, and professional experience demonstrating the required knowledge and skills.
• Intermediate Excel skills for managing and structuring data.
• Experience with Salesforce, Power BI, Tableau, PowerPoint, Teams, and Zoom.

Responsibilities

• Negotiate all facets of renewal contracts and develop strategies that maximize contract value while strengthening customer relationships and the value customers receive from NetApp.
• Identify customer needs and use account management capabilities to guide renewals to closure.
• Maintain an understanding of NetApp licensing and consumption models to assist sales teams and customers with licensing discussions.
• Partner with Customer Success to monitor customer health metrics and identify risks.
• Develop renewal risk-mitigation strategies and coordinate appropriate actions with partner teams.
• Provide management with regular, accurate updates on renewal-stage progression and escalate issues as needed.
• Own the renewals forecast for the assigned district and maintain an accurate, detailed opportunity pipeline.
• Engage customers about renewal readiness, timing, and their broader needs.
• Partner with Customer Success and engage customers with multi-year contracts to support continued engagement and customer value realization.
• Present renewal proposals and options and notify customers of upcoming contract expirations.
• Lead the quote-to-close process, ensuring quote quality and timeliness.
• Work with Field Sales, Services, Quoting, and Excellence teams to resolve complex renewal-opportunity issues.
• Partner with Customer Success to review customer value achievement and support product adoption and high usage.
• Position and upsell the services portfolio using a value-selling approach.

Benefits

• Comprehensive benefits package, which may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, employee stock purchase plan, and/or restricted stock units (RSUs). Offerings vary by region and are subject to local laws, regulations, and company policies.

What This Job Offers

• Job Type: Full-time