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
Education
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