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Strategic Enterprise Renewals Representative

Company: Cofense
Location: Leesburg
Posted on: July 12, 2019

Job Description:

Reporting to the Director of Renewals and Sales Support, the Strategic Enterprise Renewals Representative is responsible for developing close relationships with current customers as well as partners, maintaining a high rate of recurring revenue, and looking for opportunities to upsell/cross-sell within the customer base.

Essential Duties/Responsibilities:

* Development and implementation of plans to increase revenue and strategic customers.
* Coordination of strategic renewals across the Cofense portfolio for the Americas.
* Provide reporting on global trends and conduct SWOT analysis.
* Work closely with our regional Outside Sales Reps and VPs to ensure the closure of our renewal opps.
* Work closely with our Customer Success and Professional Services teams to manage our current customer base.
* Work closely with Pre-Sales Engineers, Channel Sales and other members of the sales team to maximize customer value, manage retention rates and drive new incremental revenue.
* Forecast and manage information using SalesForce.com
* Correlate competitive threats for presentation to senior management.
* Exceed customer expectations in all aspects of the renewal sales cycle.
* Consistently improve on-time renewal rates and forecast accuracy rates.
* Exceed quarterly and annual renewal goals to continue our explosive growth.
* Development and closure of renewal opportunities for the Simulator Software-as-a-Service, Triage and Intelligence solutions.
* Maximize and identify opportunities for up-sell/cross-sell within existing customer base.
* Help shape the renewal process by offering ideas on ways to optimize the renewal process.
* Leverage sales, technical support, and customer success to advance the customer's goals.
* Effectively collaborate to ensure that a shared vision and clear goals are outlined and understood by our internal teams and the customer, including communicating the steps required to achieve each goal.
* 50% travel required.
* Other duties as assigned.

The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.

Knowledge, Skills and Abilities Required:

* Critical skills include prospecting, technical presentation and demonstration, pipeline management and a demonstrated ability to close.
* Excellent negotiation, presentation and communication skills.
* Positive and professional collaboration skills.
* Ability to effectively lead, mentor and motivate both internal and external teams.
* Capability to present technical information to a variety of audiences.
* Demonstrated ability to forecast and manage information using SalesForce.com
* Ability to manage a high volume of accounts in Salesforce.com
* Ability to keep close track of our customers throughout the 90 days period prior to renewal. and assist as needed throughout the customer's annual lifecycle
* Foreign languages preferred.

Education and/or Experience:

* Bachelor's Degree preferred.
* 5+ years business/sales experience.
* Hands on experience in managing sales opportunities in IT security.
* Proven history of overachieving quota and results in high-growth company.
* Experience in a SaaS-based environment.

Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor s legal duty to furnish information.

Keywords: Cofense, Annandale , Strategic Enterprise Renewals Representative, Other , Leesburg, Virginia

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