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Bitdefender · 1 month ago

Strategic Account Renewal Representative - Iberia & Middle East

, , RO

Full-time

Onsite

Mid Level

Bitdefender is a cybersecurity leader delivering advanced threat prevention and response solutions globally. They are seeking a Strategic Account Renewal Representative to manage high-value transactional renewals for key accounts, focusing on driving retention rates and leveraging renewal events to increase sales through cross-selling and upselling. This role involves building positive relationships with customers and collaborating with sales and success management teams.

Cloud SecurityCyber SecurityNetwork SecuritySoftware

Work & Life Balance

Responsibilities

Renewals in the allocated segment of key customers achieved through business partners or direct contact with end-users:

Working as part of EMEA Sales team, manage a sales territory carrying an individual quota in contract renewal and growth

Working several quarters ahead of renewal dates to ensure customer ‘Renewal Readiness’, engaging with the broader account team, partners and customer health data to identify renewal risk, and partner on remedial actions aimed at securing an on-time renewal, with growth potential

Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximize the opportunity

Manage renewals from opportunity to invoice, understanding pricing and contractual obligations

Pro-actively identifying issues that may impact a renewal, and engaging all available resources to resolve

Meets assigned renewal and retention targets and aligns themselves with the regional strategy set by the Regional Sales leaders

Uses people and technology resources appropriately to proactively address and correct identified risks for assigned accounts

Makes recommendations to help at-risk customers, promote overall customer satisfaction, product adoption, retention, and renewals

Partners with Sales (Sales teams, Partner Ecosystem, Technical Support, Sales Support, Etc.) on account and territory planning as appropriate to promote a positive customer experience

Supports evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance

Prepare weekly forecasts of renewal bookings and renewal rates within a tight band of accuracy

Qualification

Enterprise software salesClient relationship managementSales quota achievementDemand generationChannel sales modelPipeline managementOrganizational skillsCommunication skillsInitiative

Required

You possess experience in selling, demand generation, or renewing enterprise software in a diverse customer base with a demonstrated ability to meet or exceed a sales quota for retention and/or growth

Experience in a sales function that includes both direct customer interaction and working within a channel sales model

Manage accounts by building and developing client relationships through personalized contact, understanding of client's needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services

You are able to sell value at all levels over the phone

Ability to build relationships both internally and externally

Excellent organizational skills with the ability to prioritize tasks, take initiative and work with minimal supervision

Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity