Expression of Interest - Renewals ManagerLocation: Perth, Australia
Application Date Open from 06 Sept 2024 to 07 Oct 2024
Role Type: Full time
What You'll Do
The CX Renewals in Customer Experience (CX) is responsible for renewing, up-selling, cross-selling and expanding Cisco's footprint in the marketplace and the processing of Technical Services / Advanced Services / Subscription / Cloud Services contracts for an assigned geography or accounts. As the brand ambassador for Cisco Services and Recurring Offers to the customer and partner, the RENEWAL MANAGER will manage and deliver on a book of business they are assigned to and will monitor and escalate any concerns they may have to the management team.
The RENEWAL MANAGER is a customer facing role that will have direct interaction with customers and partners in person, via phone, video and email mediums; therefore excellent communication skills are required.
Key Responsibilities and Activities: Achieve sales objectives including quota and productivity requirements and other key performance indicators as determined by sales management.Focuses on current customers and/or partners sales in an effort to consult and sell specified renewal product/service options including multiyear and coterminous service renewals.Supports the pursuit and closure of an annuity renewal emphasizing the value of services.Increase penetration through cross/up-selling based on the understanding of the customers' landscape and the ability to recommend improved and/or complementary solutions.Collaborate cross functionally (integrated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.Responsible for accurate forecasting and management of the deal through the entire lifecycle.Will have a strong interlock relationship with the CX Customer Success Adopt/Expand team and the CX Platform Connected Digital Interactions team.Interprets and utilizes install base data to produce an accurate renewal list by customer/partner on a quarterly and annual basis.Owns overall communications and oversees quoting and ordering escalations.Customer Engagement and Accountability: May be aligned directly to an account or deployed geographically and/or based on team coverage and assignment; may sell both directly and through/with partners.Pro-actively engage with customers/partners on their renewal opportunities 120 days before renewal date.Spends > 50% of time in contact with customer; mainly interacts with IT, LOB, and key decision makers.Spends 25% - 50% of their time building awareness to assess customers' landscape/inventory in an effort to cross/up-sell.Key Behaviors: Manages multiple stakeholders to a successful customer/partner outcome.Strong analytical skills to provide Cisco partners and customers with insights into their business.The ability to manage and prioritize multiple "critical" issues.Ongoing self-development of skills and Cisco Service and Product knowledge.Maintains effective work behavior in the face of pressure and setbacks.Who You Are Core Competencies: 5+ years of Sales experience in the IT industry or equivalent industries.5+ years of quota carrying experience.Understands basic business mathematics, financial strategies, and performance indicators.Experience in building effective account plans and communicating them to stakeholders.Excellent written and oral communication skills.Required Experience, Skills and Alignment: 5+ years Sales experience in the IT industry.Bachelors Degree, preferably in Business or Communications, High School Diploma or GED.1 - 2 years SalesForce.com and system and database proficiency.Analytical skills to interpret data and produce summaries.Effective customer service skills to resolve partner/customer issues.Excellent presentation skills.Highly developed negotiation/influencing skills.Positive attitude, professional work ethic and standards.Why Cisco At Cisco, each person brings their unique talents to work as a team and make a difference. Our technology changes the way the world works, lives, plays, and learns.
Message to applicants applying to work in the U.S. and/or Canada:When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations.
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