Renewals Representative

Sophos•Dallas, TX

About The Position

The Renewals Representative is a quota-carrying overlay sales role that partners with a small number of Account Managers or Account Executives to achieve renewal and expansion sales targets. The role focuses on meeting renewal rate, renewal ACV, and renewal billings targets within a prescribed territory, while supporting expansion opportunities with AM/AE partners. The representative manages renewal opportunities not already being driven by those partners and helps customers realize the value of their Sophos solutions so they renew and, where appropriate, expand their relationship with Sophos. Engagement varies by segment. Enterprise representatives work in low-volume engagements, primarily through strategic partnerships with Enterprise Account Executives, based on identified risk or potential. Midmarket representatives handle medium-volume engagement within the renewal window, partnering on opportunities tagged by Account Executives and conducting outbound engagement for untagged opportunities. Commercial representatives handle high-volume engagement within the renewal window, using outbound digital and cadence-based engagements, primarily through partner engagement and reactive support across the commercial renewal book. This role is a fixed-term contract for a maximum of one year. In the United States, the base salary ranges from $64,400 to $107,100, with target sales commissions and a comprehensive benefits package. Specific pay depends on job-related skills, training, location, experience, education, certifications, and business and organizational needs. Sophos supports remote and hybrid ways of working, with the applicable work arrangement and location specified in the job posting.

Requirements

1–3+ years of experience in renewal account management or sales roles working with decision-makers in large organizations, with a proven record of achieving and exceeding sales quotas.
Familiarity with Salesforce tools such as Lightning and CPQ, and tools such as Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook.
Strong understanding of the renewals sales cycle, buyer personas, and decision-making processes, and how to navigate them successfully.
Exceptional retention-risk discovery, value-proposition presentation, negotiation, and closing skills.
Excellent communication and interpersonal skills, including the ability to collaborate with cross-functional teams and build customer relationships.
Self-motivated and proactive approach, with the ability to work independently and prioritize tasks effectively.
Experience selling through and with channel partners and ability to thrive in a team-selling environment.

Nice To Haves

Bachelor’s degree in Business Administration, Communications, or Marketing, or proven relevant experience in previous roles.
Solid technical acumen and ability to explain the benefits of different technologies.
Strong cybersecurity knowledge.

Responsibilities

Collaborate with Account Manager and Account Executive teammates in shared territories to maximize team net revenue retention and achieve quarterly renewal and expansion sales goals.
Build relationships with key partners, buyers, and influencers and leverage those relationships during the renewals sales process.
Maintain partner and customer relationships, understand business needs, and align them with Sophos solutions.
Identify customer renewal risks and coordinate mitigation activities with channel partners, sales teammates, and the customer success team.
Work with customers, channel partners, and internal teams to obtain documentation needed for Sophos to correctly recognize revenue transactions.
Manage the end-to-end renewals process, including keeping renewal opportunity forecast statuses accurate in Salesforce.
Follow Sophos renewals sales processes and policies, including forecast management, sales campaigns, activity documentation, and follow-up on assigned actions.
Maintain a planned cadence of customer engagement and develop detailed strategic account plans where appropriate.
Support the new business sales team when expansion business coincides with a pending renewal, helping secure the full renewal and supporting additional growth solutions aligned with customer cybersecurity and business outcomes.
For Enterprise accounts, partner strategically with Enterprise Account Executives and engage based on risk or potential, including outside the renewal window.
For Midmarket accounts, partner on opportunities tagged by Account Executives and conduct outbound engagement for untagged opportunities within the renewal window.
For Commercial accounts, conduct high-volume, cadence-based outbound engagement within the renewal window, primarily leveraging partner engagement and providing reactive support across the commercial renewal book.