OVERVIEW
At NetApp, we have a history of helping customers turn challenges into business opportunities. As part of our sales organization, your role will require a strategic blend of technical acumen and charismatic client engagement, ensuring that every partnership is nurtured towards it maximum potential. As a pivotal link between NetApp and our clients, your contributions will directly influence the growth and direction of our department, making a lasting impact on the organization’s success. This is more than a job—it’s a chance to be part of a team that values innovation, supports professional growth, and celebrates shared victories.
JOB SUMMARY
The Retention Specialist is responsible for install base management of the existing customers in the effort to retain (as primary focus) and grow customer base. The role executes in line with GTM strategies and initiatives to grow revenue generated from customer retention (install base) sales and meet KPIs for tech refresh, add-on, and renewals sales.
JOB REQUIREMENTS
- Negotiate all facets of renewal contracts and develop winning negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from NetApp
- Identify customer needs and demonstrate account management capabilities to guide renewal closure
- Maintain an understanding of NetApp licensing and consumption models to provide both sales and customer assistance in licensing discussions
- Partner with Customer Success to monitor customer health metrics to identify risks
- Develop renewal risk mitigation strategies and guide appropriate actions with partner teams
- Work with the wider team to provide regular and accurate updates on renewal status to management and escalate when needed
- Own renewals forecast for assigned district and maintain an accurate and detailed opportunity pipeline
- Engage customers in conversations around renewal readiness, timing, and general customer needs
- Partner with Customer Success team and connect with customers on multi-year contracts to ensure continued engagement and customer value realization
- Present renewal proposal(s) and options to customer and notify customer of upcoming contract expiration
- Lead the mechanics of the quote-to-close process, ensuring quote quality and timeliness
- Work with Field Sales, Services, Quoting Team, and Excellence teams to resolve complex issues regarding renewal opportunities
- Partner with our Customer Success organization to review customer value achievement to achieve customer product adoption and high use
SKILLS, COMPETENCIES, & REQUIREMENTS
- Aptitude and readiness for learning and understanding new technologies
- Creativity in problem-solving and good customer service skills
- Ability to understand and communicate technical solutions and selling concepts
- Strong ability to use data and drive insights, and execute
- Has strong communication and organizational skills
- Interacts and collaborates with cross functional teams across time zones and cultures
Compensation:
The target salary range for this position is 96,900 - 125,400 USD. The salary offered will be determined by the candidate’s location, qualifications, experience, and education and may be outside of this range. The range is based on ’On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.
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