About Us
Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at
www.sophos.com.
Role Summary
As a Senior Manager EMEA - Renewal Specialists, you will play a pivotal role in ensuring the ongoing success and growth of our customer base across various EMEA geographies. You will be responsible for delivering the renewal strategy and execution in your assigned region, and the individual and team performances of a multi-lingual Renewal sales function.
You will manage and drive the renewal process contributing to revenue growth through contract renewals and customer engagement aligning with and working closely with regional sales leaders and Sophos’ channel organization. You will be responsible for delivering an organization to meet the business demand for renewals and for leading and mentoring a team of renewal specialists, with three direct manager reports together with their teams.
What You Will Do
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Team Leadership: Lead and mentor a team of renewals specialists located in EMEA, predominantly Hungary, but with a few virtual team members in other countries, providing guidance, coaching, and support to achieve individual and team goals.
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Strategy Development: Collaborate with Renewals leadership, peers, and cross-functional teams across the business to develop and execute a comprehensive renewals strategy, including pricing, communications, process and customer retention initiatives.
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Revenue Growth: Drive revenue growth by managing contract renewals, upsell, and cross-sell opportunities, and identify expansion opportunities within the existing customer base.
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Customer and Partner Engagement: Foster strong relationships with key customers, partners, and distributors, ensuring their satisfaction and addressing any concerns promptly.
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Performance Metrics: Track key performance metrics, analyzing data to make data-driven decisions and optimize the renewals process and drive rep productivity.
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Forecasting and Planning: Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives and the delivery of accurate and timely forecasts by the team for escalation reporting.
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Market Intelligence: Stay updated on industry trends, competitors, and customer needs to offer localize insights to global MI, including specific focus on trends regarding renewal best practices.
- Process Improvement: Continuously evaluate and improve renewals processes to enhance efficiency and customer experience. Assist in developing automation plans that will improve the renewal process.
- Recruit and develop high performing teams and mentor the management team to follow best practice in this regard.
- Manage the performance of individuals through OKR’s, individual learning plans, performance feedback and career development.
- Manage the merit planning process for the team and maintain a finger on the pulse of reward (bonuses and incentives) for the team aligned to global internal partners, such as Human Resources.
- Handle performance issues timely and appropriately ensuring to partner with the right internal resources to support areas of underperformance, including identifying leading indicators to potential performance problems.
- Retain, through effective recognition and career development processes, highly effective teams, developing succession planning and cover on an ongoing basis and for future headcount planning.
What You Will Bring
- Degree in business, sales or marketing, or a related field; or relevant work experience.
- Proven track record of successfully managing and growing renewals or sales teams with a heavy focus on recurring revenue / ARR.
- Strong understanding of subscription-based business models.
- Previous and proven leadership experience, including second line management experience.
- Excellent communication and negotiation skills.
- Languages are a plus, English – written and verbal – fluent; and another language would be beneficial
- Previous experience of successfully working in a matrixed organization covering multiple geographies/languages
- Analytical mindset with the ability to use data to drive decision-making.
- Experience in cybersecurity is a plus.
- Demonstrated ability to work cross-functionally as well as globally and lead in a fast-paced, dynamic environment.
#B2
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos’ data protection practices, please contact
[email protected].
