About UsSophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through the Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at .
Role SummaryThe Sophos Global Renewals team is dedicated to ensuring every customer realizes the value they receive by renewing and expanding our business partnership.
As the Director, (theater) Renewals, you will be accountable for the entire Renewals revenue for (theatre), and will lead teams of Renewal Account Managers, Renewals Specialists, and their managers to achieve and exceed renewal rate and ACV business targets for the theater. Reporting to the Vice President, Global Renewals, you will be the leader in ensuring the ongoing retention and growth of our customer base across (theater). You will be responsible for ensuring enablement, support, coaching and accountability of the team, accurately forecasting the theater business to leadership, partnering with the new business sales leadership to ensure a valuable customer experience, and being part of the global renewals leadership team.
Your team will work collaboratively with the new business sales team, ensuring that together we are ensuring all customers realize the value of both the Sophos solutions and our partnership by renewing and expanding that business relationship. Your team will work closely with partners and distributors in the execution of the business and will collaborate with internal stakeholders and partners.What You Will DoTheater Leadership: Inspire and lead your organization to excellence through achievement by providing a cohesive strategy and plan, guidance, coaching, and driving accountability to achieving business targets.Strategic Planning: You will collaborate with new business sales leadership 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 leading the execution of identification of renewal risk and partnering with customer success and channel teams 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 your management team 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.What You Will BringDegree in business, sales or marketing, or a related field; or relevant work experience.Proven track record of overachievement in leading a consultative and matrixed selling environment.Demonstrated success managing and growing renewals or sales organizations with a heavy focus on renewal rates and recurring revenue / ARR.Strong understanding of subscription-based business models.Previous and proven leadership experience, including second line management experience.Excellent communication and negotiation skills.Languages are a plus, English – written and verbal – fluent; and another language would be beneficialAnalytical mindset with the ability to use data to drive decision-making.Experience in cybersecurity is a plus. In the United States, the base salary for this role ranges from $126,000 to $210,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. 
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Ready to Join Us?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.
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 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
Our Commitment To YouWe’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. 
Data ProtectionIf you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.