Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction with over 4,000 organizations, including over 80 percent of the Fortune 100 and hundreds of governments and educational organizations worldwide. The Renewals Sales Representative will work closely with internal resources to develop strategies to attain successful customer renewals and maximize customer retention. They will be responsible for achieving goals for renewal rate, growth, and progressing perpetual and subscription renewals. They will work directly with the end user's resellers and in partnership with our Sales and Customer Success teams. What you’ll do:
- Monitors the expiring support and subscription contracts funnel, contacts partners and end users before expiration, and provides accurate quotes to continue their support.
- Lead negotiations for 30-50 renewals each quarter
- Convey the value proposition for product subscriptions, technical support, and other services.
- Collaborate with the Account Teams to develop and execute renewals strategy, improve product adoption portfolio growth, and address churn risk.
- Quote promptly meeting/exceeding given SLAs
- Work closely with finance and legal teams to ensure all contracts meet required standards and requests
- Track and maintain customer data and renewal information
- Accurately forecast assigned renewal pipeline
- Take the initiative to improve renewal operations and procedures
- Actively pursues the list of lapsed customers to sell reinstated support
- Tracks outstanding renewals, orders received, the rate of renewals, and the current forecast for reporting to management
- Monitor overall account health and satisfaction and proactively engage internal teams to ensure that satisfaction remains high
What you’ve done:
- 3-5 years of experience in renewals, subscription sales, customer success, account management, or equivalent customer-facing role representing a high-technology product or service with the demonstrated ability to meet or exceed a sales quota desired.
- 4-year college degree or equivalent business experience
Who you are:
- Subscription subject matter expert
- Amenity for negotiating complex deals
- Ability to tactfully close deals with a high degree of integrity and independence
- Exceptional organizational skills with the proven ability to prioritize and complete multiple tasks.
- Excellent verbal and written communication skills.
- Ability to organize, prioritize, complete activities, and meet deadlines. To collaborate on enhancing processes and procedures.
- Ability to withstand frequent and intense pressure as a result of a demanding workload and must be able to maintain a positive and professional manner.
- Strong experience in reporting and providing an accurate pipeline. Recording information in Salesforce or a similar CRM system is preferred.
- Excel experience preferred
- Must be a self-starter with a strong work ethic, attention to detail, and ability to work independently and on ability to work in a team-oriented collaborative environment
- High activity level, enthusiastic, self-motivated, tenacious
- Proven influencer and negotiator
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The base salary compensation range targeted for this role based out of Gigamon’s Santa Clara, CA, Headquarters office is $65,000 - $93,000, with an opportunity to earn an annual bonus or commission (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices. Employees in this position are eligible to participate in the Company’s standard employee benefit programs, which may include health and other insurances such as life and disability, and savings accounts such as a retirement plan with company matching contributions or similar, paid time off (holidays, vacation, and sick), tuition reimbursement, employee assistance program (EAP), business travel accident insurance, employee discounts, and employee referral program. Additionally, employees may be eligible to participate in the Profit Interest Units plan.
