Renewals Manager

**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 Renewals Manager is key role as part of Cisco Transformation to software and services company. The renewals motion is foundational in customer lifecycle approach alongside customer success driving adoption of high value services and software.

**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. May deal with multi-national / global renewals.
- Supports the pursuit and closure of an annuity renewal emphasizing the value of services. This includes, but is not limited to, maintaining IB data and general sales requests.
- 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.
- The RENEWAL MANAGER will have a strong interlock relationship with the CX Customer Success Adopt / Expand team and the CX Platform Connected Digital Interactions team, and leverage associated systems, processes and tools.
- Interprets and utilizes install base data to produce an accurate renewal list by customer / partner on a quarterly and annual basis and drives that information into the sales motions.
- 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**:
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- 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 where appropriate and taking part in organized training courses when applicable. Uses skill development and business knowledge to increase the productivity of the team.
- Maintains effective work behavior in the face of pressure and setbacks. Successfully adapts to changing demands and conditions.

**Who You'll Work With**

This role resides in the Customer Experience organization, one of Cisco’s fastest growing teams that delivers profitable growth throughout the customer lifecycle with a series of selling motions to drive higher value and an optimal experience from Cisco solutions.

**Who You Are**
- Renewals experience with software and services sales
- Renewals Manager certified or trained
- Knowledge of Queensland and Northern Territories market
- In depth knowledge of Cisco products and services portfolio
- CCNA or higher certification
- Lean Six Sigma
- Customer Success certified and/or trained
- PMP certified and/or trained
- Cisco ordering, booking, quoting, customer registry tools
- SFDC opportunity management
- Cisco asset management tools
- Install Base analysis
- Excellent excel skills
- Financial acumen to structure and price multielement, multiyear software & services deals

General Core Competencies:

- The RENEWAL MANAGER will be expected to have 5+ years of Sales and/or Operations experience in the IT industry or equivalent industries.
- 5+ years of quota carrying experience is also expected.
- Understands basic business mathematics, financial strategies, and performance indicators, and applies that knowledge to client's economic and buying environment.
- Effectively explores interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data and objective criteria to support one's proposal.
- Excellent written and