Expression of Interest - Renewals Manager

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  • Location:
    Perth, Australia
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    Cloud and Data Center, Internet of Everything, Networking, Security
  • Job Id
    1428448
Expression of Interest - Renewals Manager
Cisco Systems Australia Pty Ltd

Application Date Open from 06 Sept 2024 to 07 Oct 2024
Role Type - Full time
Location - Perth, Australia

What You'll Do
The CX Renewals in Customer Experience (CX) is responsible for renewing, up-selling, cross-selling and expanding Cisco's footprint in the marketplace and the processing of Technical Services / Advanced Services / Subscription / Cloud Services contracts for an assigned geography or accounts. As the brand ambassador for Cisco Services and Recurring Offers to the customer and partner, the RENEWAL MANAGER will manage and deliver on a book of business they are assigned to and will monitor and escalate any concerns they may have to the management team.
The RENEWAL MANAGER is a customer facing role that will have direct interaction with customers and partners in person, via phone, video and email mediums; therefore excellent communication skills are required.
Key Responsibilities and Activities:
• Achieve sales objectives including quota and productivity requirements and other key performance indicators as determined by sales management.
• Focuses on current customers and / or partners sales in an effort to consult and sell specified renewal product / service options including multiyear and coterminous service renewals. May deal with multi-national / global renewals.
• Supports the pursuit and closure of an annuity renewal emphasizing the value of services. This includes, but is not limited to, maintaining IB data and general sales requests.
• Increase penetration through cross / up-selling based on the understanding of the customers' landscape and the ability to recommend improved and / or complementary solutions.
• Collaborate cross functionally (integrated sales, inside sales, channels, delivery, operations, and partners) to build credibility, earn trust and provide a single customer facing solution and view.
• The RENEWAL MANAGER will be responsible for accurate forecasting and management of the deal through the entire lifecycle (prospecting, deal creation, close, booking, execution). Tools such as Salesforce.com, Cisco Ready Connected Experience, My Deal Manager, Cisco Commerce Workspace, and CCW-R will be used during this process.
• The RENEWAL MANAGER will have a strong interlock relationship with the CX Customer Success Adopt / Expand team and the CX Platform Connected Digital Interactions team, and leverage associated systems, processes and tools.
• Interprets and utilizes install base data to produce an accurate renewal list by customer / partner on a quarterly and annual basis and drives that information into the sales motions.
• Owns overall communications and oversees quoting and ordering escalations.
Customer Engagement and Accountability:
• May be aligned directly to an account or deployed geographically and / or based on team coverage and assignment; may sell both directly and through / with partners.
• Pro-actively engage with customers / partners on their renewal opportunities 120 days before renewal date.
• Spends > 50% of time in contact with customer; mainly interacts with IT, LOB, and key decision makers.
• Spends 25% - 50% of their time building awareness to assess customers' landscape / inventory in an effort to cross/up-sell.
Key Behaviors:
• Manages multiple stakeholders to a successful customer / partner outcome.
• Strong analytical skills to provide Cisco partners and customers with insights into their business.
• The ability to manage and prioritize multiple "critical" issues.
• Ongoing self-development of skills and Cisco Service and Product knowledge where appropriate and taking part in organized training courses when applicable. Uses skill development and business knowledge to increase the productivity of the team.
• Maintains effective work behavior in the face of pressure and setbacks. Successfully adapts to changing demands and conditions.
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 optimal experience from Cisco solutions.
Who You Are
Core Competencies:
• The RENEWAL MANAGER will be expected to have 5+ years of Sales experience in the IT industry or equivalent industries.
• 5+ years of quota carrying experience is also expected.
• Understands basic business mathematics, financial strategies, and performance indicators, and applies that knowledge to client's economic and buying environment.
• Effectively explores interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data and objective criteria to support one's proposal.
• The candidate should have experience in building effective account plans and communicating them to stakeholders.
• Excellent written and oral communication skills with external customers, team, management and with Cisco Sales Team. Ensures the level of communication is appropriately focused for the audience they are communicating.
Required Experience, Skills and Alignment:
• 5+ years Sales experience in the IT industry
• Bachelors Degree, preferably in Business or Communications, High School Diploma or GED
• 1 - 2 years SalesForce.com and system and data base proficiency (Oracle Service Contracts/Discovery experience a plus)
• Analytical skills to interpret data and produce summaries
• Effective customer services skills to resolve partner/customer issues
• Excellent presentation skills
• Highly developed negotiation/ influencing skills
• Excellent decision making skills, and self-reliant with the ability to make decisions.
• Positive attitude, professional work ethic and standards.
• Strong understanding and aptitude for technology.
Why Cisco
At Cisco, each person brings their unique talents to work as a team and make a difference.
Yes, our technology changes the way the world works, lives, plays and learns, but our edge comes from our people.
• We connect everything – people, process, data and things – and we use those connections to change our world for the better.
• We innovate everywhere - From launching a new era of networking that adapts, learns and protects, to building Cisco Services that accelerate businesses and business results. Our technology powers entertainment, retail, healthcare, education and more – from Smart Cities to your everyday devices.
• We benefit everyone - We do all of this while striving for a culture that empowers every person to be the difference, at work and in our communities.
Colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Be you, with us! #WeAreCisco

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 typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment 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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