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Contract Renewals Sales Representative

Sales @ Melbourne, Victoria, Australia

Job Summary

Overview 

Responsible for achieving Renewal Maintenance Sales, upselling/cross selling and improving customer and partner relationships with a specific set of accounts or territory This role must have a clear understanding of sales cycles and know how to close the sale in a high volume/high transaction environment.

 KEY RESPONSIBILITIES 

·         Develop strategy to achieve quota

·         Facilitate and Develop accurate quote to cash process.

o    Data

o    Quote

o    Proposals

o    Legal T&Cs

o    Negotiations

Closing

o     

(Follow the Customer Engagement Model (CEM)

  • Communicate the value of maintenance to customers
  • Upsell/Cross-sell additional Business Line products to drive incremental revenue the customer by selling new products or increase curren service level of exiting products
  • Communicate sales activity with management through regular account reviews
  • Develop advanced product knowledge and a thorough understanding of service offerings through on-going training and self-study.

·         Develop materials for all key customer meetings.

  • Manage pipelineby tracking all customer activity, from prospect to deal closure, by maintaining a constantly updated sales forecast in SalesForce.com
  • Partner with direct sales to ensure support value is understood, protected and maximized.
  • Contribute insight to business trends and risks potentially impacting support
  • Develop relationships with key customer contacts

 

JOB SPECIFICATIONS 

  • Associates Degree
  • Minimum of 2-5 years related renewals/sales business experience in the software or related industry.
  • Demonstrated ability to build productive working relationships across a sales organization and  related teams.
  • Detail oriented (quotes, proposals, etc..)
  • Good verbal and written communication skills.
  • Strong focus on customer service and developing customer relations
  • A general ability to understand contracts and terms specific to support
  • Team Player, target oriented, accuracy; responsible; organized; flexible; initiative; goal oriented; multi-tasking ability
  • SFDC, PowerPoint, Excel, Tableau, and financial modeling skills
  • Ability to deal with ambiguity and flexible approaches to the business

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