Summary
Coordinates renewal opportunities with Logicalis Account Executive and Renewals Sales Specialist, assisting in execution of overall strategy and sales plan that meets customer refresh as well as contract renewal needs. Quotes and manages lifecycle of vendor’s hardware and software maintenance renewals and/or actively closes complementary vendor products. Balances multiple responsibilities, develops positive and productive relationships with internal team members and is adaptable with focus on process improvement.
Essential Duties and Responsibilities
Responsible for timely renewal and expansion of assigned Partners; owns process from account review to deal close.
Attains quarterly bookings targets and overall renewal and expansion metrics.
Analyzes account KPIs to determine health of low touch accounts; identifies opportunities for expansion/upgrade.
Researches contracts and product entitlements to ensure quotes are relevant, accurate, and support co-terming as appropriate.
Develops positive and productive relationship with internal and external clients, working with them throughout the review process.
Works cross-functionally with internal teams (finance, legal, sales teams, sales leadership, support, and client success) to facilitate timely deal closure and delivery of client value.
Adapts and evolves process and playbooks to maximize renewal and expansion revenue and reduce sales cycle friction.
Assists with billing issues as needed.
Participates in strategy and planning discussions.
Tracks non-renewal, pending, and lost renewals including reasons for cancellation.
Supports evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance.
Demonstrates and actively promotes an understanding and commitment to the mission of Logicalis through performing behaviors consistent with the organization's values.
Maintains a working knowledge of applicable Federal, State, and Local laws and regulations as well as policies and procedures of Logicalis in order to ensure adherence in a manner that reflects honest, ethical and professional behaviors.
Supports and conducts self in a manner consistent with customer service expectations.
Supervisory Responsibilities
This job has no supervisory responsibilities.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience/Technical Requirements/Certifications
Equivalent combination accepted.
Education:
Associate’s Degree in a related field.
Experience / Technical Requirements
3 years of experience in inside sales/customer service in IT arena; including familiarity with enterprise technology solutions, services sales and telemarketing.
Knowledge of support contracts and maintenance renewals.
Experience with sales measured by quota performance.
Familiarity with contracts and terms of service.
Successful background in direct and partner sales models.
Government (SLED/EDU) experience.
Proficient use of all Microsoft Office applications and CRM systems.
Certifications
Vendor specific certifications.
Other Skills and Abilities
Organized, adaptable, self-motivated team player with ability to balance and prioritize multiple responsibilities in fast paced, everchanging ecosystem.
Highly analytical and intellectually curious with strong understanding of SaaS usage metrics or Contract Renewal strategies for selected partners.
Mission driven team player with empathetic approach who takes ownership for delivery of customer value and satisfaction.
Ability to collaborate and work in team environment.
Strong desire and willingness to learn.
Excellent communication skills – oral and written presentation abilities.
Self-starter with excellent organizational, administrative and interpersonal skills.
Ability to follow through with tasks/projects/troubleshooting with minimal supervision.
Physical Demands
The physical demands described here are representative of those that should be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is required to either be sitting, standing, or in a similar posture as well as talk, see, hear, and use hands and arms. The employee may occasionally be required to move about, climb steps or balance and stoop, kneel, crouch, or crawl. The employee may also occasionally lift and/or move up to 10 pounds.
The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.
Logicalis is an Equal Opportunity Employer. It is our policy to employ people who are qualified by reason of education, training, experience, and demonstrated performance. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, national origin, sexual orientation, gender identity and gender expression, marital status, age, height, weight, disability, veteran status, or any other reason prohibited by applicable federal or state laws.
Salary Compensation Range: $50,500 to $63,100 plus bonus