Security Renewal Specialist, Customer Experience
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Location:Bangalore, India
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Alternate LocationNew Dehli, India
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Area of InterestSales - Services, Solutions, Customer Success
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Job TypeProfessional
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Technology Interest*None
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Job Id1431444
Meet the Team
The CX Renewals team is one of Cisco’s fastest-growing sales teams and is a talent engine for Cisco Sales with diverse and motivated teams that consistently deliver profitable growth.
We serve our customer life-cycle through a series of selling motions to drive higher value and an optimal experience from Cisco solutions to drive relevant business outcomes. We are a global, dynamic team. We connect customers with solutions that can transform their businesses and change the world for the better.
You will discover a creative, flexible, and award-winning working environment using the latest Cisco technology to enable you to perform to the very best of your abilities. Our teams adapt quickly to respond to market changes and are all highly encouraged to give back to our local communities
Your Impact
In this role as a Renewals Specialist, you will be focused on protecting existing Cisco customers through timely renewals of security subscriptions and improving their security posture by upselling new features and products from the largest software security company globally. If you come on board, you join the most important organization in the company which has been tasked with the transformation of Cisco Systems to deliver the best Customer Experience (CX) in the industry
What you will need to do
In this position, you will work predominantly in a virtual capacity interacting with customers and partners via phone and video therefore good interpersonal skills are required. Your responsibilities will be to;
- Achieve sales objectives including quota and efficiency requirements and other key performance indicators as determined by sales management.
- Collaborate multi-functionally (field sales, other inside sales, channels, delivery, operations, and partners) to build credibility, earn trust, and provide a single customer-facing solution and view.
- Interpret and apply install base data to produce an accurate renewal list by customer and partner on a quarterly and yearly basis and drive that information into the sales motions.
Customer Engagement and Accountability
You will actively engage with customers on their renewal opportunities 270 days before the renewal date. Drive expanded conversations to grow annual contract value and increase Cisco's security footprint with key customers.
Spend > 50% of the time in contact with customers; mainly interact with information technology, line of business, and key decision makers to assess customers’ landscape and inventory to cross and upsell.
30% - 50% of your time developing and executing programs to increase revenue contribution from the channels.
You love leading multiple team members to a successful customer outcome. Your strong analytical skills help provide Cisco customers with insights into their business. You can maintain effective work behavior during times of pressure and setbacks. Ability to efficiently adapt to changing demands and conditions while prioritizing critical issues.
Minimum Qualifications
- You have at least 5 years of Sales experience in the information technology industry, specifically in areas of security software renewals & partner sales.
- You understand business forecasting and the sales cycle.
- You optimally explore 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.
- You have a demonstrable record of sales achievements understanding of security solutions and market trends
- Excellent written and verbal communication with external customers, team, management, and with Cisco Sales Team. Ensures the level of communication is appropriately focused for the audience they are presenting.
Required Experience, Skills, and Alignment
- You hold a Bachelor’s Degree, preferably in Business or Communications
- Analytical skills to interpret data and produce summaries
- Effective customer service skills to resolve partner and customer issues
- Influencing and negotiation skills
- Positive demeanor, professional work ethic, and standards
- Deep understanding and interest in technology
#WeAreCisco (This is the Standard and cannot be changed)
#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.
Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.
We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!
Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and be you, with us!
Meet the Team
The CX Renewals team is one of Cisco’s fastest-growing sales teams and is a talent engine for Cisco Sales with diverse and motivated teams that consistently deliver profitable growth.
We serve our customer life-cycle through a series of selling motions to drive higher value and an optimal experience from Cisco solutions to drive relevant business outcomes. We are a global, dynamic team. We connect customers with solutions that can transform their businesses and change the world for the better.
You will discover a creative, flexible, and award-winning working environment using the latest Cisco technology to enable you to perform to the very best of your abilities. Our teams adapt quickly to respond to market changes and are all highly encouraged to give back to our local communities
Your Impact
In this role as a Renewals Specialist, you will be focused on protecting existing Cisco customers through timely renewals of security subscriptions and improving their security posture by upselling new features and products from the largest software security company globally. If you come on board, you join the most important organization in the company which has been tasked with the transformation of Cisco Systems to deliver the best Customer Experience (CX) in the industry
What you will need to do
In this position, you will work predominantly in a virtual capacity interacting with customers and partners via phone and video therefore good interpersonal skills are required. Your responsibilities will be to;
- Achieve sales objectives including quota and efficiency requirements and other key performance indicators as determined by sales management.
- Collaborate multi-functionally (field sales, other inside sales, channels, delivery, operations, and partners) to build credibility, earn trust, and provide a single customer-facing solution and view.
- Interpret and apply install base data to produce an accurate renewal list by customer and partner on a quarterly and yearly basis and drive that information into the sales motions.
Customer Engagement and Accountability
You will actively engage with customers on their renewal opportunities 270 days before the renewal date. Drive expanded conversations to grow annual contract value and increase Cisco's security footprint with key customers.
Spend > 50% of the time in contact with customers; mainly interact with information technology, line of business, and key decision makers to assess customers’ landscape and inventory to cross and upsell.
30% - 50% of your time developing and executing programs to increase revenue contribution from the channels.
You love leading multiple team members to a successful customer outcome. Your strong analytical skills help provide Cisco customers with insights into their business. You can maintain effective work behavior during times of pressure and setbacks. Ability to efficiently adapt to changing demands and conditions while prioritizing critical issues.
Minimum Qualifications
- You have at least 5 years of Sales experience in the information technology industry, specifically in areas of security software renewals & partner sales.
- You understand business forecasting and the sales cycle.
- You optimally explore 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.
- You have a demonstrable record of sales achievements understanding of security solutions and market trends
- Excellent written and verbal communication with external customers, team, management, and with Cisco Sales Team. Ensures the level of communication is appropriately focused for the audience they are presenting.
Required Experience, Skills, and Alignment
- You hold a Bachelor’s Degree, preferably in Business or Communications
- Analytical skills to interpret data and produce summaries
- Effective customer service skills to resolve partner and customer issues
- Influencing and negotiation skills
- Positive demeanor, professional work ethic, and standards
- Deep understanding and interest in technology
#WeAreCisco (This is the Standard and cannot be changed)
#WeAreCisco where every individual brings their unique skills and perspectives together to pursue our purpose of powering an inclusive future for all.
Our passion is connection—we celebrate our employees’ diverse set of backgrounds and focus on unlocking potential. Cisconians often experience one company, many careers where learning and development are encouraged and supported at every stage. Our technology, tools, and culture pioneered hybrid work trends, allowing all to not only give their best, but be their best.
We understand our outstanding opportunity to bring communities together and at the heart of that is our people. One-third of Cisconians collaborate in our 30 employee resource organizations, called Inclusive Communities, to connect, foster belonging, learn to be informed allies, and make a difference. Dedicated paid time off to volunteer—80 hours each year—allows us to give back to causes we are passionate about, and nearly 86% do!
Our purpose, driven by our people, is what makes us the worldwide leader in technology that powers the internet. Helping our customers reimagine their applications, secure their enterprise, transform their infrastructure, and meet their sustainability goals is what we do best. We ensure that every step we take is a step towards a more inclusive future for all. Take your next step and be you, with us!
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.
