Renewals Sales Representative, Enterprise
About The Position
The Renewals Sales Representative for the Enterprise segment is responsible for exceeding renewal and expansion quotas by proactively managing an annual pipeline. This role involves reaching out to customers before their support expires to conduct technical health checks, promote product adoption, educate on new features, and drive renewals, upgrades, and new license sales. The position requires cold calling lapsed customers, collaborating with various departments to prepare agreements, and negotiating at the CxO level. Additionally, the role includes accurate forecasting, business analysis, assisting with licensing transfers and support tickets, and providing strong support to channel partners. Maintaining accurate records in Salesforce and meeting Key Performance Indicators (KPIs) and customer satisfaction goals are essential.
Requirements
- Minimum of 3+ years relevant work experience in Sales, Account Management, Customer Success Account Management, or Renewals
- Proven track record of overachievement of quota and KPIs
- Ability to effectively lead efforts to handle complex customer requests and escalations within a multi-functional team
- Good communication skills with demonstrated ability to effectively communicate and influence at all levels of an organization, including executive level
- Exceptional organizational skills with the proven ability to prioritize and multi-task to meet deadlines and quotas
- Ability to work in a semi-autonomous and fast-paced environment
- High-energy, motivated self-starter prepared to handle a high number of email communications and out-bound telephone calls
Nice To Haves
- Renewals experience is a plus
Responsibilities
- Overachieve Quota tied to territory Renewal and Expansion goals
- Effectively manage Annual pipeline by reaching out to customers many months before support expiration to perform customer experience assessments and environment health checks
- Proactively engage with customers to educate them on new product features, additional products, tie it to business outcomes, close renewals and grow accounts by selling and closing Upgrades and New Licenses
- Understand customer and partner stakeholders, their priorities, and work backwards
- Cold call customers with lapsed support to reactivate support
- Work cross-functionally with Deal Desk, Legal Department, Sales, and others to prepare Enterprise Renewals Agreements, Special Terms, and Create NSQ’s
- Clearly communicate and sell complicated offers, internally and externally
- Effectively negotiate Renewals offers at the CxO level
- Provide accurate forecasting, business analysis, and share insights
- Assist customers with licensing transfers, including opening license cases, guiding customers through the process, and ensuring satisfactory resolution
- Assist customers with support ticket management, including educating them on how to open support tickets, escalate support cases, and follow up to ensure resolution
- Ensure appropriate support to Veeam’s channel partners to successfully close renewal and additional licenses
- Maintain accurate and timely records of all activities on customer/partner records in Veeam's customer relationship management system (SalesForce.com)
- Maintain impeccable Salesforce hygiene
- Manage inbound Renewal inquiries through different Renewals portals
- Prioritize workload to meet all KPIs, goals, and objectives
- Meet Daily/Weekly SLAs and maintain high Customer Satisfaction ratings
Benefits
- Unlimited paid time off
- 12 paid holidays including 4 global VeeaMe Days for self-care
- 24 paid volunteer hours annually through Veeam Cares
- Paid parental leave: 8 weeks for all parents, 16 weeks for birthing parents
- Medical, dental, and vision coverage starting on your first day
- Mental health support, therapy sessions, and digital wellness tools via our Employee Assistance Program
- 401(k) retirement plan with company matching contributions
- Fertility, adoption, and surrogacy support through Maven
- AirVet: 24/7 virtual veterinary care at no cost
- Legal services, identity protection, and supplemental health insurance options
- Tax-advantaged spending accounts for healthcare, dependent care, and commuting
- Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
