Job Title:

Renewal Account Manager

About Trellix:

Trellix is a global company redefining the future of cybersecurity and soulful work. The company’s comprehensive, open and native cybersecurity platform helps organizations confronted by today’s most advanced threats gain confidence in the protection and resilience of their operations. Trellix, along with an extensive partner ecosystem, accelerates technology innovation through artificial intelligence, automation, and analytics to empower over 50,000 business and government customers with responsibly architected security. More at  https://trellix.com. 

Role Overview:

既存の顧客と連携し、製品および技術的な要件が満たされるように担当します。顧客成功マネージャー（CSM）やフィールドセールスと密に連携し、クライアントの問題に積極的に対応し、契約更新の潜在的な価値を最大化します。

Responsible for working with existing customers to ensure product and technical requirements are met. Works closely with CSM and Field Sales to proactively address Client issues and maximize potential value of contract renewals.

仕事内容
当社は、顧客との長期的な関係を築き、サービスや製品の更新を通じてビジネスの成長を支援するリニューアルセールス（更新）担当者を募集しています。担当エリア内での更新営業業務を全面的に担当し、顧客のニーズに合わせた最適な提案を行っていただきます。
顧客が抱えるビジネスやサイバーセキュリティに関する課題を理解し、その課題が顧客の目標達成にどのような影響を与えるかを見極めます。そして、顧客との対話を通じて関係を深め、良い結果を生み出すために努めていただきます。

見積もりから契約締結までを計画的に進め、できるだけスムーズに進行できるようにプロセスの改善にも取り組んでいただき、営業チームやパートナーと連携して契約内容を確認し、更新の機会を逃さないようにします。

定期的な会議に参加し、目標を達成するための戦略を立てるとともに、更新に関するリスクを早期に察知して、チームと協力しながらリスクを最小限に抑えるように対応します。必要に応じて、問題が大きくなる前に他部門にエスカレーションすることも重要です。

期待しているスキルや経験

定期的な収益ビジネスにおける新規ビジネスまたは更新営業の経験が3年以上。サイバーセキュリティやSaaSソリューション企業、またはエンタープライズソフトウェア業界での経験があると尚良い。高いボリュームの更新取引を慎重かつ規律正しく処理できる。優れたコミュニケーション能力と部門横断的に協力する能力。更新営業目標の達成に対する強いモチベーションと高い意欲。多様な顧客アカウントベースとの価値ある成果指向の関係を構築し維持する能力。
 

What You Will Do

You will be fully responsible for the renewals business in an assigned territory.

Develop a comprehensive understanding of typical business and cyber security challenges faced by customers to Identify risks to the customer achieving their desired outcomes and stated business goals.

Drive meaningful customer conversations and engagements to achieve positive business outcomes.

Programmatic and structured approach to quoting and closing renewal opportunities.

Understand policies and processes to better improve time to deal closure.

Partner with Sales and channel partners to do deal reviews and work on renewal opportunities.

Participate in regular forecasting calls and devise plans to overachieve targets.

Identify risks of renewals and work with account teams and cross-functional groups to perform risk mitigation or escalate as needed.

ABOUT YOU

3+ years of experience working on new business or renewals sales in a recurring revenue business. Cybersecurity/SaaS solutions company and/or an enterprise software industry a plus

Meticulous and regimental in dealing with high volumes of renewal transactions.

Outstanding communication skills and ability to collaborate cross functionally.

Motivated and high drive for overachievement of renewal sales targets

Ability to build and maintain highly valuable and outcome-based relationships with a diverse customer account base.

Company Benefits and Perks:

We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

Retirement PlansMedical, Dental and Vision CoveragePaid Time OffPaid Parental LeaveSupport for Community Involvement

We're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.