Expoint - all jobs in one place

המקום בו המומחים והחברות הטובות ביותר נפגשים

Limitless High-tech career opportunities - Expoint

NetApp Academy - Retention Specialist 
Japan 
848872055

25.06.2024
Essential Functions
  • Work closely with Client Executives and CSM to determine account install base (IB) strategy and identify and qualify retention opportunities;
  • Own IB management process and support IB retention sales within their IB retention specialty (renewal, tech refresh, keystones, cloud subscriptions etc.);
  • Oversee the retention opportunity creation and hygiene
  • Maintain and grow retention rates (including renewal on-time (OTRR) and in-quarter (IQRR) rates, tech refresh, keystones, cloud subscriptions etc.) and discount governance;
  • Establish profitable relationships with the channel partners, customers, and account teams with the focus on retention, identifying opportunities for upselling and minimizing churn;
  • Design, scope, and prepare customer proposals within their assignment (aligned to specialty);

and competencies

  • Own quoting process and quote quality for core renewals, tech refresh, managed services (Keystones),and cloud renewals; collaborate with NetApp quoting team to ensure quality, timliness and accuracy of quotes
  • Serve as subject matter expert and provide technical advice related to customer proposals/quotes to help address queries from customers and channel partners; provide advice on compliance matters and policies
  • Engage with the channel partners to progress retention opportunities through the sales cycle;
  • Educate channel partners on the retention IB process and opportunity management process;
  • Attend customer/partner escalations related to retention sales and/or IB matters and engage with cross functional teams to seek resolution

Business Objectives

  • Successful execution on customer retention strategy to drive retention dollar outcomes
  • Maximize the customer retention potential
  • Improved retention rates (renewal, tech refresh, keystones, cloud subscriptions etc)

Key Performance Indicators

  • Dollar Retention Rate
  • IB Retention Rates including IQRR and OTRR, tech refresh rate
  • Discount governance
  • 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 to drive insights, and execute
  • Has strong communication and organizational skills
  • Interacts and collaborates with cross functional teams across time zones and cultures
Education
  • Bachelor's or Masters' degree.
  • Experience with Sales will be advantageous.

Did you know…