Renewals Account Representative

Open Text Corporation • Richmond Hill, ON

26d

About The Position

Renewals Account Representative’s at OpenText, are part of a global team who understand that their customers are experiencing unprecedented change. In this role, you are focused on relationship management, selling the value of Open Text Maintenance and Support Programs, driving retention, and growth. Quoting, positioning upsells, regular follow-up, and closing renewals are primary responsibilities. Extremely strong organizational skills and the ability to accurately forecast are required. Concurrently the incumbent will be responsible for identifying and conducting gap analysis and process improvement.

Requirements

• 1 – 2 years’ experience working in a sales oriented, lead generation or renewals environment.
• University/College degree preferred or equivalent work experience
• Exceptional communication both written and verbal, with the ability to listen and understand client needs and focus the content
• Ability to speak and write English fluently is a requirement for this role.
• Ability to think outside the box when researching additional contacts in order to complete the renewals cycle, mitigate cancellations and/or to upsell OpenText support services
• Strong desire to establish and maintain strong relationships with clients
• Ability to work cross functionally with a dynamic team who rely on each other to achieve overall revenue and growth goals
• Goal-oriented, positive, a self-starter, with strong attention to detail and analytical skills
• Track record of autonomy, ownership and execution
• Strong ability to multi-task and prioritize work effectively
• Proven experience working in a fluid environment that is ever growing and changing
• Navigating organizations and reaching decision-makers: You excel in finding ways to connect with key stakeholders within customer organizations through phone/email prospecting
• Developing relationships: You represent the face of the company to the customer, establishing and nurturing relationships with IT and Business Users at all levels of the organization.
• Pipeline management: You proactively create and progress opportunities throughout the renewals cycle. By identifying and pitching upselling and cross-selling opportunities, you drive growth within existing accounts and develop new opportunities.

Responsibilities

• Customer Relationship Management: Cultivate strong relationships with existing customers by providing consultation and proactive service.
• Contract Renewals: Manage the entire renewal process end to end within a designed territory, ensuring renewals are completed on time and at full value.
• Upsell and Cross-sell: Identify and pursue opportunities to expand existing contracts with multi-year renewals, premium support, or additional services.
• Negotiation: Effectively negotiate with customers and channel partners to close renewals on time and at full value
• Retention: Ensure that all existing customers keep their installed base licenses current on support while minimizing reduction or cancellation of maintenance contracts
• Collaboration: work with internal stakeholders in Sales, Support, Product Management, Professional Services etc. in order to solve customer issues and help improve customer satisfaction
• Forecasting: Accurately forecast renewal revenue and report on book of business to management.

Benefits

• At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing.
• As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Number of Employees: 5,001-10,000 employees