• Team Leadership: Lead and mentor a team of Renewals Account Managers located (general location) providing sales leadership, guidance, coaching, and driving accountability to achieving business targets
• Strategic Planning: You will collaborate with new business sales counterparts to ensure a coordinated strategic sales plan is being defined and executed, and that the customer experience is enhanced through that partnership
• Retention: Drive retention by identifying where renewal risk occurs and partnering with customer success and reseller partners to identify and mitigate that risk, leading to maximizing renewal rates
• Expansion: Through the course of managing contract renewals, identify upsell, cross-sell and expansion opportunities within the existing customer base.
• 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, analyzing data to make data-driven decisions and optimize the renewals process and drive rep productivity
• Forecasting and Planning: Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives and the delivery of accurate and timely forecasts by the team for escalation reporting
• Market Intelligence: Stay updated on industry trends, competitors, and customer needs to offer localize insights to global MI, including specific focus on trends regarding renewal best practices
• Process Improvement: Continuously evaluate and improve renewals processes to enhance efficiency and customer experience. Assist in developing automation plans that will improve the renewal process
• Recruit and develop high performing teams and mentor the management team to follow best practice in this regard
• Manage the performance of individuals through individual learning plans, performance feedback and career development
• Handle performance issues timely and appropriately ensuring to partner with the right internal resources to support areas of underperformance, including identifying leading indicators to potential performance problems
• Retain, through effective recognition and career development processes, highly effective teams, developing succession planning and cover on an ongoing basis and for future headcount planning.
  

• Degree in business, sales or marketing, or a related field; or relevant work experience
• Proven track record of overachievement in a consultative and matrixed selling environment
• Demonstrated success managing and growing renewals or sales teams with a heavy focus on recurring revenue / ARR
• Strong understanding of subscription-based business models.
• Previous and proven leadership experience, including first line management experience
• Excellent communication and negotiation skills.
• Languages are a plus, English – written and verbal – fluent; and another language would be beneficial
• Analytical mindset with the ability to use data to drive decision-making.
• Experience in cybersecurity is a plus.
• Amenable to hybrid work set-up (1-2x reporting to office)
  

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At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

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· 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 education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing

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We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

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