Renewals Representative, Sophos
$60.2-100.1k
Plus component for target sales commissions
Cybersecurity-as-a-Service
Be an early applicant
Cybersecurity-as-a-Service
1001+ employees
Be an early applicant
$60.2-100.1k
Plus component for target sales commissions
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- Bachelor’s degree in Business Administration, Communications, or Marketing preferred; or proven relevant experience in previous roles
- 1-3+ years experience in renewal account management or sales roles working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas
- Familiarity with Salesforce tools such as Lightning and CPQ, as well as additional tools like Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook
- Strong understanding of the Renewals sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them
- Exceptional retention risk discovery skills, value proposition presentation, negotiation, and closing skills
- Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams and build relationships with customers
- A self-motivated and proactive approach to a set of tasks, with the ability to work independently and prioritize tasks effectively
- Solid technical acumen able to explain the benefits of different technologies and strong cybersecurity knowledge an advantage
- Experience in selling through and with channel partners, and ability to thrive in a team-selling environment
What the job involves
- The Renewals Representative is a quota-carrying overlay sales role, responsible for partnering with a small number of Account Managers/Executives to jointly achieve overall renewal and expansion sales targets
- The Renewals Rep will focus on reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory, while supporting and enabling expansion motions in partnership with the AM/AE
- As customers have acquired Sophos solutions, it is necessary that we continue to ensure those customers realize the value expected from their purchase and renew and ideally expand that business relationship together
- The Renewals Rep will be responsible for managing the pipeline of renewals opportunities that are not already being driven by their AM/AE partners in a prescribed territory
- Closely collaborate with Account Manager/Executive teammates in shared territories to divide and conquer to maximize NRR
- Team to achieve agreed-to quarterly renewal and expansion sales goals, develop strong relationships with key partners, buyers and influencers and leverage these during the renewals sales process
- Maintain strong partner and customer relationships, understand their business needs, and align them with Sophos solutions
- Identify customer renewal risks and collaborate with channel partners, sales teammates, and the customer success team to coordinate activities to mitigate the risk
- Work closely with customers, channel partners and internal teams to acquire the documentation necessary for Sophos to correctly recognize revenue transactions
- Support and manage the end-to-end renewals process, including maintaining an accurate renewals opportunity forecast status in SFDC
- Follow Sophos standard renewals sales processes and policies including forecasting management, conducting sales campaigns, documenting activities, following up on assigned actions, etc
- Execute a planned cadence of engagement customers and put detailed strategic account plans in place where appropriate
- Work in support of the new business sales team when their expansion business is in conjunction with a pending renewal to ensure full renewal is achieved and partnering to support the additional growth solutions to the customer’s desired cybersecurity and business outcomes
- Enterprise Renewals Rep: Low volume engagement driven primarily through strategic partnership with Enterprise Account Executive, within or outside of the renewal window. Engagement based on collaboration with AE regarding risk or potential
- Midmarket Renewals Rep: Medium volume engagement within renewals window, partnering through opportunity tagging by Account Executive, and outbound engagement for any untagged renewal window opportunities
- Commercial Renewals Rep: High volume engagement within renewals window, leveraging outbound digital, cadenced engagements. Motions driven primarily through partner engagement with reactive actions in support of full book of commercial renewals within renewal window
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Jul 2020
$2.8m
SEED
Total funding: $2.8m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company HQ
Abingdon, UK
Leadership
Joe Sophos
(CEO)Previously Sophos's CTo. Joe is also a member of Forgepoint Capital's Cybersecurity Advisory Council, a Venture Partner at Allegis Capital and a Board Member at Venafi.
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