Security Renewals Representative

About the Role

The Security Renewals Representative reports to the Manager of Sales Security Renewals and is responsible for maintaining renewal contracts on mid to high value opportunities and identifying trade up opportunities with existing customers. They are responsible for directly engaging sales and technical teams throughout our partner network, as well as WatchGuard’s internal sales team, to support their sales efforts through various selling and administrative activities. Activities include a high level of customer communication and delivering prequalified renewal opportunities to channel partners. The Security Renewals Representative will be tasked with building renewal pipelines, following up with partners and ultimately closing high value renewal opportunities in their specific territory. 

About you

As an SRR your responsibilities will include working within sales teams to promote and sell renewal contracts across the US and Canada using manual and automated processes. This includes sales of renewal contracts to resellers, system integrators and consultants. As a Security Renewals Representative, you will work closely with Channel Account Managers (CAM), Territory Channel Account Managers (TCAM), Named Account Managers (NAM) and Sales Engineers (SE) to develop sales strategies which will maintain the highest level of customer retention.

Within one month, you will…

• Set up renewal report views in Salesforce

• Complete assigned training sessions in the Learning Center

• Understand the channel and its workflow

• Learn to share renewal opportunities via the Salesforce.com portal with partners

• Set up call cadence for opportunities primarily over $1000 with a goal of 25 dials per day 

• Understand EOL policies and product migration paths

• Use and understand sales automation tools such as Outreach, Apttus, Manual CRT, and PAL 

Within three months, you will…

• Strategize and develop a process with partners and end users to ensure all current customers are contacted for their upcoming or expired licenses

• Deliver prequalified sales opportunities to channel partners via Salesforce, email, and phone communication

• Maintain regularly schedule appointments with channel partners/contacts with a focus on Renewals Watch demos and other Sales inquiries 

Within six months, you will…

• Continue to build product knowledge with a focus on new business hardware and feature sets

• Proactively facilitate sales efforts to identify new business opportunities for upsell/x-sell 

• Develop and execute revenue generating projects specific to your region and team requests

• Learn how to forecast revenue attainments using TPS report

Skills and Qualifications

• Bachelor degree or an equivalent combination of education and experience

• Experience in sales or telemarketing a major plus

• Previous technology or licensing renewals sales a plus

• Energetic and high quality team player with outstanding interpersonal skills

• Strong written and verbal communication skills

• Outstanding organizational and time management skills

• Understanding of computer networking, network security and computer peripheral products in network environments a plus

• History of meeting and/or surpassing goals and quotas

• Proficiency with desktop computers; MS Office, MS Outlook, PowerPoint, Salesforce

Working Conditions

• Remote, some travel required. 

• Travel: 5-15% depending on region.

Compensation

The base salary range for this position is $58,000 - $65,000, exclusive of benefits. This position is also eligible for commissions up to  20% of on target earnings. Your base salary compensation will be based on your individual skills, education, and experience. Please keep in mind that the above range is the full base salary range for this role; hiring at the maximum of the range is not typical in order to allow for future salary growth. 

U.S. Benefits

·       Under our Flexible Work Philosophy, most employees can work from an office, at home, or any combination of the two.

·       Comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance

·       Healthcare FSA

·       FSA with employer contribution

·       13 holidays, including a floating holiday, Juneteenth, and your birthday

·       15 days of paid annual leave

·       9 days of paid sick time

·       Paid parental leave

·       401(k) with employer match

Other Perks

·       Education assistance program

·       Dependent Care FSA match

·       Adoption assistance

·       Fertility care support

·       Backup care for family and pets

·       A growing network of employee resource groups

·       Employee referral program

·       Virtual boot camp

·       Employee Assistance Program