Renewal Specialist

5 months ago

Melbourne, Australia NetApp Full time

About NetApp

We’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea?

"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO

Job Summary

Renewal Specialist is responsible for install base management of the existing customers in the effort to retain (as primary focus) and grow customer base. The role executes in line with GTM strategies and initiatives to grow revenue generated from customer renewal (install base) sales and meet KPIs for in-quarter renewal rates, in-quarter retention rates, discount percentages, and asset disposition.

Job Responsibilities
- Work closely with Client Executives and CSM to determine account install base (IB) strategy and identify and qualify Renewal opportunities
- Own IB management process and support IB Renewal sales within their IB Renewal specialty (renewal, tech refresh, keystones, cloud subscriptions etc.)
- Oversee the Renewal opportunity creation and hygiene
- Maintain and grow Renewal rates (including renewal on-time (OTRR) and in-quarter (IQRR) rates, tech refresh, keystones, cloud subscriptions etc.) and discount governance
- Establish profitable relationships with the channel partners, customers, and account teams with the focus on Renewal, identifying opportunities for upselling and minimizing churn
- Design, scope, and prepare customer proposals within their assignment (aligned to specialty)
- Own quoting process and quote quality for core renewals, tech refresh, managed services (Keystones), and cloud renewals; collaborate with NetApp quoting team to ensure quality, timeliness and accuracy of quotes
- Engage with the channel partners to progress Renewal opportunities through the sales cycle
- Educate channel partners on the Renewal IB process and opportunity management process
- Attend customer/partner escalations related to Renewal sales and/or IB matters and engage with cross functional teams to seek resolution

Job Requirements
- Aptitude and readiness for learning and understanding new technologies.
- Creativity in problem-solving and good customer service skills
- Forecast opportunity closure based on interactions with customers, partners, and distributors
- Ability to understand and communicate technical solutions and selling concepts.
- Strong ability to use data to drive insights, and execute
- Has strong communication and organizational skills
- Interacts and collaborates with cross functional teams across time zones and cultures

Did you know

Why NetApp?

In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.

We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.

If you run toward knowledge and problem-solving, join us.

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