Senior Manager, Renewal

2 weeks ago

Singapore Sophos Full time

**About Us**

**Role Summary**

The Sophos Global Renewals team is committed to ensuring that every customer fully realizes the value of their partnership with us through renewals and business expansion.

As a Senior Manager, Renewals, you will lead a team of Renewals Account Managers to achieve and exceed renewal rate and ACV business targets. Reporting to the Director of Renewals, you will play a critical role in driving customer retention and growth across multiple territories, regions, and countries. In this leadership role, you will enable, support, and coach a team of account management sales professionals, provide accurate business forecasting, and contribute as a key member of the theater renewals leadership team.

Your team will collaborate closely with the new business sales team to ensure customers consistently experience the value of Sophos solutions and our partnership, fostering renewals and business growth. Additionally, your team will work in partnership with distributors and resellers to execute business strategies while engaging with internal stakeholders to drive successful outcomes.

**What You Will Do**:
- Team Leadership: Lead and mentor a team of Renewals Account Managers, providing sales leadership, guidance, coaching, and driving accountability to achieve business targets.
- Strategic Planning: Collaborate with new business sales counterparts to ensure a coordinated strategic sales plan is defined and executed, enhancing the overall customer experience through this partnership.
- Retention: Drive retention by identifying renewal risks and partnering with customer success teams and reseller partners to mitigate those risks, thereby maximizing renewal rates.
- Expansion: Identify upsell, cross-sell, and expansion opportunities within the existing customer base while managing contract renewals.
- Customer and Partner Engagement: Foster strong relationships with key customers, partners, and distributors, ensuring their satisfaction and addressing any concerns promptly.
- Performance Metrics: Track key performance metrics, analyze data to make informed, data-driven decisions, and optimize the renewals process while driving team productivity.
- Forecasting and Planning: Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives, and deliver precise and timely forecasts for escalation reporting.
- Market Intelligence: Stay updated on industry trends, competitors, and customer needs to provide localized insights to global Market Intelligence (MI), with a specific focus on trends and best practices related to renewals.
- Process Improvement: Continuously evaluate and enhance renewal processes to improve efficiency and the customer experience. Assist in developing automation plans to streamline the renewal process.
- Team Recruitment and Development: Recruit and develop high-performing teams, mentoring the management team to implement and follow best practices in talent acquisition and development.
- Performance Management: Manage individual performance through tailored learning plans, regular performance feedback, and structured career development initiatives.
- Addressing Performance Issues: Address performance concerns promptly and appropriately, partnering with internal resources to support areas of underperformance. Proactively identify leading indicators of potential performance challenges.
- Retention and Succession Planning: Retain highly effective teams by implementing effective recognition programs and career development processes. Develop succession plans and ensure coverage for current and future headcount planning.

**What You Will Bring**:
- Bachelor’s degree in business, sales, marketing, or a related field; or equivalent relevant work experience.
- Demonstrated a history of exceeding targets in a consultative and matrixed selling environment.
- Proven success in managing and growing renewals or sales teams with a strong focus on recurring revenue/Annual Recurring Revenue (ARR).
- Solid understanding of subscription-based business models.
- Previous and proven leadership experience, including first-line management roles.
- Excellent verbal and written communication and negotiation abilities.
- Fluency in English (written and verbal) is required; proficiency in an additional language is highly beneficial.
- Analytical mindset with the ability to leverage data for decision-making.
- Experience in cybersecurity is an advantage.

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**Ready to Join Us?**

**What's Great About Sophos?**
- Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
- Our people - we innovate and create, all of which are accompanied by a great sense of fun and team spirit
- Employee-led diversity and inclusion networks that build community and provide educa

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