Job Description Summary Serves as primary contact for hardware and software maintenance sales cycle. Quotes and manages lifecycle of vendor's hardware and software maintenance renewals and/or actively closes complementary vendor products. Coordinates renewal opportunities with Logicalis Account Executive and Renewals Data Specialist, assisting in execution of overall strategy and sales plan that meets customer refresh as well as contract renewal needs. Essential Duties and Responsibilities * Exceeds quarterly and annual sales targets. * Responsible for timely generation of renewal quotes, including validation, auditing, and management of all aspects of maintenance and subscription renewals. * Collaborates with Customer Success, Support and Account Executives to maximize customer value to translate to high customer retention and renewal rates. * Manages accounts by building and developing client relationships through personalized contact, understanding of client's needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services. * Maintains and updates customer records to summarize all customer and partner contacts and opportunities. * Leads renewal sales cycle from proposal stage through contract execution in coordination with field sales with on time renewal objectives. * Identifies, up-sells and cross-sells opportunities including co-termination and multi-year renewals within dedicated client base. * Identifies "at-risk" renewal clients early in cycle and constructs action plan to ensure successful, timely renewal. * Works several quarters ahead of renewal dates to ensure customer 'Renewal Readiness', engages with broader account team, partners and customer health data to identify remedial actions aimed at securing on-time renewal, with growth potential. * Identifies issues pro-actively that may impact renewal and engages all available resources to resolve. * Supports manager with special projects as requested. * Maintains and updates opportunities and forecasting roll ups to leadership. * Maintains skill level in areas of expertise by attending education updates as needed. * Keeps management informed of customer issues or concerns. * Demonstrates and actively promotes an understanding and commitment to the mission of Logicalis through performing behaviors consistent with the organization's values. * Maintains a working knowledge of applicable Federal, State, and Local laws and regulations as well as policies and procedures of Logicalis in order to ensure adherence in a manner that reflects honest, ethical and professional behaviors. * Supports and conducts self in a manner consistent with customer service expectations. Supervisory Responsibilities This job has no supervisory responsibilities. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education/Experience/Technical Requirements/Certifications Education: * Associate's Degree in a related field. Experience / Technical Requirements * 3 years' service renewal experience with emphasis on a channel, such as networking industry. * Expert working knowledge of service business including co-termination, service terms, terms and conditions, etc.. * History of quota over-achievement. * Consultative selling experience with experience in articulating ROI. * Experience working with both internal and external customers in a multi-tier channel environment. * Understanding of legal terms in SaaS contracts (contract experience in Enterprise Software or Technology Service agreements). * Proficient use of all Microsoft Office applications and CRM systems. May consider an equivalent combination of education and experience. Certifications * Vendor specific certifications. Other Skills and Abilities * Committed, detail oriented, effective communicator, self-starter with strong problem solving and interpersonal skills. * Ability to organize, drive and deliver on initiatives. * Ability to work with and effectively communicate with senior level management. * Ability to clearly and accurately convey complex service concepts to internal and client facing teams at all management levels. * Solid written and verbal communication skills, as problem resolution with Sales, Customer Support, Finance and Customers are key components of job. * Ability to work in fast-paced environment, juggling multiple priorities with initiative. * Ability to process business accurately yet efficiently under time sensitive situations. * Logical and analytical thinker. * Has competitive spirit. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is constantly required to sit, talk, see, hear, and use hands and arms. The employee is frequently required to stand; move about, climb steps or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 10 pounds. The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified. Logicalis is an Equal Opportunity Employer. It is our policy to employ people who are qualified by reason of education, training, experience, and demonstrated performance. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, national origin, gender, sexual orientation, marital status, age, height, weight, disability, veteran status, or any other reason prohibited by applicable federal or state laws.
