Renewals Manager - 1413987

Company: Cisco
Location: Alpharetta
Posted on: November 18, 2023

Job Description:

WHAT YOU'LL DO

The Customer Experience Renewal Manager (RM) role is a highly transparent, strategic position to empower key customers to continue to transform their business and meet their objectives through Cisco solutions.

You will be accountable for owning and implementing a portfolio of renewal contracts of Cisco products and services across an assigned customer account base. RM's work with customer executives, partners and across Cisco teams to develop a well-rounded, deep view of customer requirements and objectives and define a strategy to drive renewals to timely closure, as well as minimize renewals risk and financial attrition. You will bring proven understanding of negotiation strategies and orchestrate cross-functional resources across the company and with partners to provide a unified path to secure every renewal.

KEY RESPONSIBILITIES AND ACTIVITIES INCLUDE:

Drive CX Renewals motion with the customer and manage a team of Cisco resources for all renewal activities from opportunity identification to negation to close. Resources include Account team, Service sellers, Product specialists, CX Delivery, Customer Success, Asset managers, Cisco legal among others.

Focus on selling the existing portfolio (Services, DNA and Security subscriptions) and new offers

Renew, up-sell and close timely contracts in assigned territory

Increase sales penetration at existing accounts

Support Account Manager in negotiations to drive integrity of the renewal portion of the agreement

Understand customers and partners procurement process

Monitor and report state of customer relationships, pipeline, and forecasts

Monitor quote creation progress to mitigate contract closure risks.

Maintain internal and external relationships in support of closing the sale

Build deep relationships with customer executives and partners to understand objectives and accelerate their path to value

Use data and insights from cross-functional resources to co-create the customer renewal sales strategy with the account team; play a key role in developing the coordinated account plan and success plan

Conduct quarterly onsite visits with specific customers, partners and account teams to ensure continued satisfaction

Understand the overall industry environment

Attend and present at internal meetings with other company organizations that are vital to perform duties; aid business development

Monitor and report on market and competitor activities and provide relevant reports and information

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 efficient experience from Cisco solutions.

WHO YOU ARE

Excellent executive level communication and presentation skills

Process Specialist: Strong process leadership skills and financially savvy with the ability to efficiently develop and implement policies for forecasting, data quality and accuracy

REQUIRED EXPERIENCE:

7+ years of leadership experience with a shown focus on negotiating contracts and strategy

5+ years of experience with subscription and software offers

Education: Bachelor degree; Master's degree preferred.

Industry certifications preferred (e.g. ITIL, PMP, COBIT, Six Sigma)

Proficient in Salesforce and Microsoft Office (Outlook, Excel, Word and PowerPoint)

If you are looking for involvement in crafting the strategic direction of Cisco and Customer Experience, we have a place for you.

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we're "old" (36 years strong) and only about hardware, but we're also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do - you can't put us in a box!

But "Digital Transformation" is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.

So, you have colorful hair? Don't care. Tattoos? Show off your ink. Like polka dots? That's cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us!

Message to applicants applying to work in the U.S. and/or Canada:

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco pays at the standard rate of 1% of incentive target for each 1% revenue attainment against the quota up to 100%. Once performance exceeds 100% quota attainment, incentive rates may increase up to five times the standard rate with no cap on incentive compensation. For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.

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