Manager – Installed Base Sales

 As a Renewals Sales Manager, you will be responsible for helping to drive Network Security renewals (SonicWall) through our SecureFirst Channel Partners.  Among other responsibilities, this will entail team leadership, weekly forecasting, frequent data review and analysis, leadership team meetings and assisting with targeted Installed Base initiatives across EMEA (Europe, Middle East, and Africa) and APJ (Asia-Pacific and Japan)

Job Description: 

• Responsible for managing renewals teams both directly and in support of our renewals business partner

• Liaises between business partners and the internal sales organization, Perform as functional bridge amongst external vendors as well as internal stakeholders.

• Deliver key business analytics to various departments within the organization

• Facilitates sales information flow to regional sales teams and leaders

• Drives sales operations process improvements

• Interfaces with other internal functions, based on BU and/or regional requirements

• Responsible for influencing sales behavior and capabilities

• Initial point of contact for renewal inquiries within our renewal business, inclusive of all vendor management tasks 

• Create and maintains documentation for all projects and initiatives involving the renewals program

• Track, measure, report and evaluate vendor performance.

• Identify improvement and stimulate steady process enhancement to increase operational efficiency, existing workflow processes, methods and policies

• Support to explore expansion opportunities

• Formulate and implement sales strategies tailored for EMEA + APJ markets, taking into account regional nuances, customer needs, and market dynamics.

• Achieve and exceed revenue targets by driving renewal and expanding existing customer accounts.

• Build and maintain relationships with key accounts, ensuring satisfaction and fostering long-term partnerships.

• Work closely with marketing, product, and customer support teams to align on goals and enhance customer experience.

• Lead and motivate a team of sales professionals across multiple countries, providing guidance, mentorship, and performance management.

• Regularly report on sales metrics, forecasts, and regional insights to the leadership team.

Requirements:

• A proven leader

• Full time

• Strong communication skills, both written and verbal

• Critical thinking (Ability to understand renewals strategy, provide consultative renewals analysis)

• Communication (Ability to combine complex data and analyses into actionable reporting to facilitate decision-making; Ability to engage in active listening and draw out key conclusions from colleagues and vendor relationships)      

• Proven ability to meet tight deadlines, multi-task and prioritize workload.

• Ability to manage multiple competing priorities simultaneously and drive projects to completion.

• Excellent analytical and problem-solving skills

• Must be a self-starter with ability to follow through on projects assigned

• Ability to learn new tools

• Strong skills in cross functional collaboration

• 5 Years + Relevant work experience

• Knowledge of Microsoft applications 

•  Extensive background and experience with Excel a must

• Some travel required <10%

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