Job Description Summary:The Renewals Account Executive will manage Rocket Software clients and partners with a focus on maintaining and growing renewal rates and establishing partner/client relationships with a focus on retaining customers and identifying opportunities for upsell. Responsibilities include communicating the maintenance value proposition, managing negotiations, writing proposals, and completing renewals before due date. In this role, you will serve as liaison between customers and the appropriate Rocket teams to resolve escalated issues and maximize maintenance revenue. You will be the primary owner of the execution of the overall contract renewal process by following established procedures and consistent Renewal Sales.
Essential Duties and Responsibilities:
Build long term relationships with key customers(region/revenue size dependent) (50%)- Proactive and regular customer outreach
- Profile and document customer intel
Minimize cancellations/ Maximize renewal revenue (25%)- Manage price increases in renewal opportunity process
- Educate the value of support
- Negotiate renewals
Liaise with Rocket teams (10%)- Collaborate with Sales Account Executives regarding issues or concerns surrounding the successful selling of renewals to their accounts
Cross/Upsell (15%)- Identify new opportunities for additional capacity and cross sell and refer those opportunities to Sales Account Executives
- Handle complex escalations
- Monitor renewal metrics for success
- Renewal forecasting and pipeline reporting
Required Qualifications: - 5+ years equivalent business experience, with preferable 2+ years in managing customer relationships
- Strong written and verbal communication skills
- Experience with a sales automation system, preferable Salesforce.com
- Ability to influence and negotiate
- High Energy and passion towards solving customer needs
- Customer Focus: Proactive, responsive, and focused on discovering, anticipating, and meeting the customer's needs by leveraging internal resources and/or
- Resilience: Persists in the face of obstacles or rejection. Does not give up when things do not go smoothly.
- Ability to be set and achieve goals with minimal management support/coaching.
Information Security:Information security is everyone's responsibility. A fundamental principle of information security at Rocket Software is that all individuals in the organization have a responsibility for the security and protection of company information and IT Resources over which they have control, according to their role.
Diversity, Inclusion & Equity:At Rocket we are committed to an inclusive workplace environment, where every Rocketeer can thrive by bringing their full selves to work. Being a Rocketeer means you are part of our movement to continually drive inclusivity, diversity and equity in our workforce.
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This position is eligible for commissions in accordance with the terms of the company's plan
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
