Lead Renewals Account Representative

6 days ago

Singapore opentext Full time

Micro Focus (now OpenText) is one of the world’s largest enterprise software providers. We deliver mission-critical technology and supporting services that help thousands of customers worldwide manage core IT elements of their business so they can run and transform—at the same time.

**_
Responsibilities: _**
- Actively renew our existing maintenance contracts and achieve targeted renewal rate.
- He/She will be required to meet key stakeholders at customer account for face-to-face meeting.
- Position and upsell premium support in major accounts.
- He/She will have to work with license team for upgrade and upsell oppty and go for joint pursuit calls.
- Renewal rep to work and build strong partner eco-system.
- Work on risk mitigation plan and close plan in advance.
- Focus on growing contractual renewals for large size accounts with complexity & mid-size accounts with limited complexity
- Maintain / build relationships with business users and procurements and C-level mgt.
- Manage sales pipeline 2 qtrs. in advance.. Achieving renewals sales targets.
- Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
- Work with the client up to IT management level.
- Conduct monthly cadence call for top accounts with internal stakeholders and customers.
- Have a regular check on the version currency of the customer and educate them to upgrade to the latest version available.
- Work with customer success manager in top accounts.

**_
Education and Experience Required_**_: _
- University or bachelor’s degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customers and higher-level customer interface.
- Detailed knowledge of key customer types or customers on given products.

Typically 5-7 years of experience in specialty sales.

**_
Knowledge and Skills: _**
- Knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
- Solid communication and presentation skills within IT at the manager level.
- Detailed and structured to ensure all renewals are renewed on time.. Strong negotiation skills. Experience in handling End user’s sales
- Regular use of SFDC updating deal profile and forecasting accurately.
- Should be fluent in English and Chinese(Mandarin). Would be preferable to speak Bahasa.

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