Renewals Manager - Splunk - LATAM Territory (Remote)

Cisco•Richardson, TX

3d•Remote

About The Position

Renewals Manager (RM) is a quota carrying role that collaborates with Cisco sales teams and partners on the renewal of recurring offers for a defined set of accounts. RMs work collaboratively to develop a comprehensive view of customer renewal requirements and objectives to define a strategy for on-time renewals. RMs possess solid understanding of negotiation strategies and orchestrate cross-functional resources to secure every renewal, minimizing risk and annual recurring revenue (ARR) attrition. This role can be performed from any location within the United States. What You'll Do: Aligned to accounts and territories based on ATR (Available to Renew) thresholds; Digital and partner go to market motion in commercial and long tail market segments. Assumes responsibility for renewing end customer agreements for Cisco's recurring offer portfolio including software subscriptions and support services while increasing retention and expansion of ARR. Leads the end customer renewals sales process and engagement in collaboration with the Cisco and (where applicable) channel partner account team from opportunity identification to close. Validates the customer installed base, contractual model, purchasing structure and channels and adoption status by using account team knowledge, Renewal Specialist capabilities, supporting functions and data insights available to evaluate resulting renewal strategies and risks. Maximises Renewal Plays to support revenue retention, offer migration, contract co-termination/consolidation and development of expansions opportunities for joint pursuit with account manager, specialist sales teams and channel partner. Develops the renewal strategy, accompanying value and commercial proposition based on the customer's specific T-Minus renewal timeline. Leads the management and forecasting of Renewals opportunities and any related attrition, advising the account team in the overall negotiation to ensure integrity of the renewal portion of any (larger) agreement. Works with end customer decision makers and all parties involved to ensure an on-time renewal is supported by timely commercial and contractual agreement, quote availability and ordering arrangements. Impacts own team and sales or account teams whose work activities are closely related to the renewals motion of the account or region that they are aligned to. May recommend improvements to existing renewals processes and solutions to improve the customer renewals cycle. Typically focused in Mid-size to Major accounts (may vary by region and country). Meet booking target and achieve quarterly strategic goals by increase OTRR, Grow ARR, Reduce customer attrition, Optimize and simplify renewals experience Has assigned set of territories or accounts. Relies on manager for guidance on daily work activities and problem solving.

Requirements

2+ years of related experience.
Bilingual (Spanish - English); Portuguese is a plus.

Nice To Haves

Understanding of Renewal processes, procedures and systems used to accomplish the work and familiarity with the broader underlying concepts in Renewal motion.
Value Proposition Development - different GTM channel and supporting governance mechanisms.
Basic understanding of analytics and programmatic processes.
Applies understanding of how the team relates to Renewals Managers & Specialists to improve efficiency of own work.
Understanding of software subscription, licensing and support service contracting models.
Discovery, negotiation, and closing skills at all levels.

Responsibilities

Aligned to accounts and territories based on ATR (Available to Renew) thresholds; Digital and partner go to market motion in commercial and long tail market segments.
Assumes responsibility for renewing end customer agreements for Cisco's recurring offer portfolio including software subscriptions and support services while increasing retention and expansion of ARR.
Leads the end customer renewals sales process and engagement in collaboration with the Cisco and (where applicable) channel partner account team from opportunity identification to close.
Validates the customer installed base, contractual model, purchasing structure and channels and adoption status by using account team knowledge, Renewal Specialist capabilities, supporting functions and data insights available to evaluate resulting renewal strategies and risks.
Maximises Renewal Plays to support revenue retention, offer migration, contract co-termination/consolidation and development of expansions opportunities for joint pursuit with account manager, specialist sales teams and channel partner.
Develops the renewal strategy, accompanying value and commercial proposition based on the customer's specific T-Minus renewal timeline.
Leads the management and forecasting of Renewals opportunities and any related attrition, advising the account team in the overall negotiation to ensure integrity of the renewal portion of any (larger) agreement.
Works with end customer decision makers and all parties involved to ensure an on-time renewal is supported by timely commercial and contractual agreement, quote availability and ordering arrangements.
Impacts own team and sales or account teams whose work activities are closely related to the renewals motion of the account or region that they are aligned to.
May recommend improvements to existing renewals processes and solutions to improve the customer renewals cycle.
Typically focused in Mid-size to Major accounts (may vary by region and country).
Meet booking target and achieve quarterly strategic goals by increase OTRR, Grow ARR, Reduce customer attrition, Optimize and simplify renewals experience
Has assigned set of territories or accounts.
Relies on manager for guidance on daily work activities and problem solving.