Fortinet

Delivers integrated cybersecurity via security fabric

Renewals Representative

Account ManagementConfirmed live in the last 24 hours

Full-timeSunnyvale, CA, USA

About the Job

Requirements

Intermediate expertise using Salesforce, Microsoft Excel, Microsoft Word, and Microsoft PowerPoint.
Effective, confident, and professional telephone and email communication skills.
High attention to detail and comfort working in a numeric, data-driven environment.
Customer-service orientation and ability to work proactively in a fast-paced, high-revenue environment.
Ability to troubleshoot proactively and maintain a positive, flexible, and professional attitude toward customers and coworkers.
Bachelor's degree or relevant work experience.
At least 1 year of renewals, sales, or operations experience, preferably in the business-to-business technology industry.
Track record of meeting monthly, quarterly, or annual individual or team quotas.
Knowledge of commonly used terminology and products within the cybersecurity field.
Understanding of business-to-business channel sales and direct sales motions.
Ability to spend more than 50% of time outside the office or home office engaged in selling, including travel as needed.

Responsibilities

Support operational functions throughout the full renewal sales cycle, interfacing with, guiding, educating, supporting, and transacting with customers, field sales representatives, inside territory account managers, channel partners, and distributors on renewal opportunities.
Serve as the main point of contact for commercial and mid-enterprise renewals in an assigned United States territory.
Assist customers, sales representatives, partners, and distributors by phone and email with FortiGuard and FortiCare security and support license renewals for current and expired contracts.
Support the full renewal sales cycle, including generating install-base asset reports through the Renewal Tracking System, generating and revising quotes, creating proactive upsell quotes, ensuring Salesforce renewal opportunities are managed by assigned sales representatives, assisting with product refresh and upsell data and tracking, trade-ups, enterprise agreement data support, end-of-support and end-of-life data, return merchandise authorization troubleshooting, and sharing renewal expertise.
Manage the inbound renewal email alias and complete requests within allotted service-level agreements.
Manage inbound renewal inquiries through lead records and calls to the corporate phone line.
Use Salesforce CRM, the Renewal Tracking System, FreshDesk ticketing, and other necessary applications daily to manage and optimize renewal sales opportunities.
Train new-hire sales representatives on renewal processes and best practices as needed.
Interact in person and cross-functionally on premises with headquarters teams, including Product Marketing, Finance, IT, Order Management, Customer Support, the Enterprise Agreement team, Pricing, Marketing, and Sales, to align renewal processes.
Prioritize workload to meet key performance indicators, goals, and objectives; maintain productivity and update renewal opportunities throughout the day.
Meet daily and weekly service-level agreements and maintain customer satisfaction ratings.
Carry a quota tied to territory renewal goals.

Desired Qualifications

Renewals, sales, or operations experience in the business-to-business technology industry.

In this position, you will be supporting all operational functions of the full Renewal Sales cycle. This includes interfacing, guiding, educating, supporting & transacting with Customers, Field Sales Reps, Inside Territory Account Managers, Channel Partners & Distributors on all levels of Renewal opportunities. This person will be the main point of contact for all Commercial/Mid-Enterprise Renewals in a specific assigned territory within the United States. Position located at HQ in Sunnyvale, CA.

Position Description

Assist Customers, Sales, Partners & Distributors directly by phone & email with Security & Support (FortiGuard & FortiCare) license Renewals for both current and expired contracts
Support and assist Customers, Sales, Partners & Distributors with full Renewal Sales cycle including:
- Generating install base asset reports via the Renewal Tracking System, generate quotes, assist with re-quoting, create proactive upsell quotes, enforce management of Salesforce Renewal opportunities to assigned Sales Reps, assist with product refresh/upsell data & tracking, Trading up, ELA/ESA data support (Enterprise Agreements), EOS/EOL data (End of Support), RMA troubleshooting, general Renewal expertise knowledge share etc.
Manage inbound renewal email alias to vet and complete requests within allotted SLAs
Manage inbound Renewal inquiries via Lead record & inbound Renewal calls to corporate phone line
Utilize Salesforce CRM, Renewal Tracking System, and FreshDesk Ticketing system daily along with all necessary applications to manage and optimize sales of Renewal opportunities
Train new hire Sales reps on Renewal process & best practices on an as needed basis
Cross functional/in person interaction on premises with HQ teams such as- Product Marketing, Finance, IT, Order Management, Customer Support, Enterprise Agreement team, Pricing, Marketing & Sales to ensure alignment on renewal processes
Prioritize workload in order to meet all KPIs, goals and objectives. Staying proactive and productive throughout day on daily tasks and updating renewal opportunities
Meet Daily/Weekly SLAs & maintain high Customer Satisfaction ratings
Quota carrying position tied to territory Renewal goals

Skill Requirements

Intermediate level of expertise using Salesforce, MS Excel, MS Word & MS PowerPoint
Must have an effective, confident and professional demeanor in conducting telephone and email communications

Extremely high attention to detail, analytical & comfortable in a numeric/data driven environment
Thrives working in a fast paced/high revenue environment, demonstrates a high sense of urgency
Must be customer service forward, self-starter, fast learner & team player
Ability to maintain a positive, flexible & professional attitude towards customers and co-workers
Ability to "think outside the box", troubleshoot proactively & accordingly with “Go above & beyond” mentality

Required Skills, Experience & Education

Bachelor's degree or relevant work experience
1+ year of Renewals, Sales or Operations experience (preferably in the B2B tech industry)
Track record of meeting monthly, quarterly or annual individual or team quotas
Has knowledge of commonly used terminology & products within the Cyber Security field
Understanding of B2B Channel Sales & Direct Sales motions
The Renewal Representative is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $75,000 -$85,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan

About the Company

Fortinet

Delivers integrated cybersecurity via security fabric

Fortinet provides cybersecurity solutions for organizations with an integrated security approach. Its core offering, the Fortinet Security Fabric, connects firewalls, endpoint protection, intrusion detection, and secure SD-WAN so these tools share threat intelligence and policy controls. The company differentiates itself with a wide, interoperable security stack that spans network, endpoint, cloud, and threat intelligence, enabling centralized management and consistent security across environments. Fortinet aims to help organizations protect digital assets across on-premises, remote, and cloud settings through scalable security and ongoing subscription services.

Company size: 10,001+
Company stage: IPO
Headquarters: Sunnyvale, CA
Founded: 2000

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