Renewals Territory Representative - DACH

at  Quest Software

Overview:
Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. We are currently looking for a Renewals Territory Representative to support our Renewal business. This position will be based out of our Cork office. This is an entry level position on the renewals team with potential for Career Development.
Quest strives to be the best of the very best in everything we do. We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It’s exciting, it’s rewarding, it’s hard work and offers career and personal growth.
The primary responsibility of the Renewals Territory Representative is to maintain and grow revenue with our existing subscription and SaaS customers. This is inclusive of managing current renewals and creating growth via upsell, cross sell, and upgrade opportunities. The Renewal Territory Representative will create strong working relationships with the Quest Sales team, Customer Success team, and other internal teams to ensure complete customer satisfaction.

Responsibilities:

• Ownership for subscription and/or SaaS renewals within an assigned territory.
• Run a proactive end to end renewal sales cycle with a focus on maximizing ARR (Annual Recurring Revenue) and net retention rates. Inclusive of, but not limited to, quote management, forecasting, negotiations, obtaining purchase orders and order submission. With a primary focus on ensuring on time renewal.
• Maximize account growth by identifying upsell, cross sell and upgrade opportunities while working the renewal sales cycle.
• Achieve quarterly assigned sales quotas for both renewal and new license (growth)
• Develop relationships with your customer base as a trusted advisor and schedule check points between renewals to ensure high level of customer satisfaction.
• Leverage and build relationships with primary cross-functional resources to achieve results and meet customer needs. Specifically: Field Sales, Customer Success, Deal Desk and Product Management.
• Maintain and update an accurate rolling forecast in your territory. Identify risk early and work with appropriate cross functional resources to determine resolution.
• Follow best practices for internal processes inclusive of: opportunity management, data quality, activity logging, CRM hygiene, quote pricing and forecasting.
• Completion of product training courses as assigned for your territory/business unit will be critical to your success. Ongoing training as technology is updated will be required to ensure knowledge stays relevant for growing footprint within existing accounts.
• Collaborate with other internal teams such as sales support, order processing, tech support, renewal operations, etc, to drive successful outcomes for our customers and internal practices.

Qualifications:

• 2+ years of renewal or customer success experience, ideally working with subscription and/or SaaS renewals
• Experience with a quota carrying role
• Ability to strategically identify growth opportunities in existing customer accounts
• Strong process management with the ability to enforce strict policies
• Passion for building strong customer relationships, excellent communication and follow-up skills
• Strong organization skills with an emphasis on account and territory management
• Experience working in a fast-paced, rapidly changing environment
• Must be able to work from our local office (Dublin, OH/ Cork Ireland) minimum 2 days per week.

COMPANY DESCRIPTION

One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers.
When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.

• Ownership for subscription and/or SaaS renewals within an assigned territory.
• Run a proactive end to end renewal sales cycle with a focus on maximizing ARR (Annual Recurring Revenue) and net retention rates. Inclusive of, but not limited to, quote management, forecasting, negotiations, obtaining purchase orders and order submission. With a primary focus on ensuring on time renewal.
• Maximize account growth by identifying upsell, cross sell and upgrade opportunities while working the renewal sales cycle.
• Achieve quarterly assigned sales quotas for both renewal and new license (growth)
• Develop relationships with your customer base as a trusted advisor and schedule check points between renewals to ensure high level of customer satisfaction.
• Leverage and build relationships with primary cross-functional resources to achieve results and meet customer needs. Specifically: Field Sales, Customer Success, Deal Desk and Product Management.
• Maintain and update an accurate rolling forecast in your territory. Identify risk early and work with appropriate cross functional resources to determine resolution.
• Follow best practices for internal processes inclusive of: opportunity management, data quality, activity logging, CRM hygiene, quote pricing and forecasting.
• Completion of product training courses as assigned for your territory/business unit will be critical to your success. Ongoing training as technology is updated will be required to ensure knowledge stays relevant for growing footprint within existing accounts.
• Collaborate with other internal teams such as sales support, order processing, tech support, renewal operations, etc, to drive successful outcomes for our customers and internal practices