Renewals Manager, Public Sector

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  • Location:
    London, United Kingdom
  • Area of Interest
    Sales - Services, Solutions, Customer Success
  • Job Type
    Professional
  • Technology Interest
    *None
  • Job Id
    1439687

Role Title: Renewals Manager

Travel: Up to 10%

Location: UK

Meet the Team

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.  If you love performing win-back strategies for inactive customers you are looking for full involvement in crafting the strategic direction of Cisco and Customer Experience, we have a place for you.

Your Impact

The new Customer Experience Renewal Manager (RM) role is a highly visible, 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 completing a portfolio of renewal contracts of Cisco products and services across an assigned Public Sector accounts. RM's work with customers, partners and across Cisco teams to develop a comprehensive, 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 solid understanding of negotiation strategies and orchestrates cross-functional resources across the company and with partners to provide a unified path to secure every renewal.

  • Develop knowledge base of end-to-end renewals cycle including up-sells and close timely contracts for assigned accounts.
  • Learn customer’s industry/business.
  • Articulate Sales/Business Development/Renewals hand offs
  • Knowledgeable of Cisco's technology and what differentiates our products from competitors. Able to manage client needs with minimal direction.
  • Drives renewal contracts for products and services contracts
  • Builds quotes, review contract terms, negotiation pricing, identify up-sell opportunities and handle objections.
  • Supervises quote creation progress to mitigate contract closure risks.
  • Conduct analysis and provides recommendations to maximum value.
  • Conduct process management and financial assessments to support renewals process.
  • Supports Account Manager in negotiations to drive integrity of the renewal portion of the agreement.
  • Supervise and reports state of customer relationships, pipeline and forecasts
  • Initiates the start of cross-functional relationships with Sales, Business Development and Operations
  • Expand knowledge of the customer environment, industry, market impact and Cisco footprint
  • You can implement policies for forecasting, data quality and accuracy.
  • You'll build an understanding of Customer and Partners procurement processes.
  • You will gain experience with CRM tools i.e. SFDC
  • You'll develop consultative selling skills.

Minimum Qualifications:

  • 5 years proven experience in renewals management, account management, customer success, or a related role.
  • Strong customer relationship management skills with the ability to communicate with and influence C-suite stakeholders
  • Experience in the technology and software industry

Preferred Qualifications:

  • Understanding of key initiatives/partner programs – EA buying programs, a la carte to EA sales motion, CX/Adoption
  • Proficiency in CRM software (e.g., Salesforce) and other relevant tools
  • Proficient and Microsoft Office (Outlook, Excel, Word and PowerPoint)
  • Excellent communication, negotiation and presentation skills.

What We Offer:

  • Competitive salary and benefits package.
  • Opportunities for professional growth and development.
  • A supportive and inclusive work environment.
  • The chance to make a real impact in Customer Experience, Renewals team.

Why Cisco

Where each person is unique, but we bring our talents to work as a team and make a difference. Here’s how we do it. We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (30 years strong!) and only about hardware, but we’re also a software company. And a security company. A blockchain company. An AI/Machine Learning 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, we give our egos a break and we give of ourselves (because giving back is built into our DNA.) We take accountability, we take bold steps, and we take difference to heart. Because without diversity of thought and a commitment 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!

#WeAreCisco

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

 

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 (for non-exempt employees), plus a day off for their birthday. Non-Exempt new hires accrue up to 16 days of vacation time off each year, at a rate of 4.92 hours per pay period. Exempt new hires participate in Cisco’s flexible Vacation Time Off policy, which does not place a defined limit on how much vacation time eligible employees may use, but is subject to availability and some business limitations. All new hires are eligible for Sick Time Off subject to Cisco’s Sick Time Off Policy and will have eighty (80) hours of sick time off provided on their hire date and on January 1st of each year thereafter.  Up to 80 hours of unused sick time will be carried forward from one calendar year to the next such that the maximum number of sick time hours an employee may have available is 160 hours. Employees in Illinois have a unique time off program designed specifically with local requirements in mind. All employees also have access to paid time away to deal with critical or emergency issues. We offer additional paid time to volunteer and give back to the community.

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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