Would you like to be a part of the
organization where high energy meets intellect? If you get excited by solving
puzzles and working in a collaborative environment, then Aptean wants to work
with you!!
Aptean is a leading global provider of industry-focused mission critical
enterprise software solutions. Our solutions help nearly 6,500 organizations
stay at the forefront of their industries by satisfying their customers and
continuing to operate more efficiently. Headquartered in Alpharetta, GA, Aptean
has offices in North America, Europe, and India, as well as an extensive
Partner Channel. Our customers are located in 74 countries across Europe, Latin
America, and North America.
Aptean is focused on providing products and solutions to customers in specific
verticals. Our products are rich in feature and functionality and delivered on
premise, SaaS and Hybrid delivery models. Aptean’s products deliver value at
lowest total cost of ownership and scale with needs of our customers. Most of our
products and solutions are leaders in the vertical market segments they
serve.
Aptean uses its core values of Drive For Results, Win Together, Foster
Innovation, and Be Courageous to guide its employee community to serve every
customer in every geography and market.
The Renewals Analyst (RA) role is a key
individual contributor on a high performing team that consistently delivers
market leading retention rates. The RA will manage an assigned set of clients
and partners with a focus on maintaining retention and increasing ARR.
The RA works in conjunction with the AM and the Product Leads to deliver timely
quotes and close rates for their specific customers’ renewals.
The RA must be comfortable in
communicating the maintenance value proposition, managing basic negotiations,
writing proposals, completing renewals and closing sales of add-on/upgraded
support service programs. Each RA will be contributing to a revenue quota as
well as specific targets for renewal rates within their assigned territory. RAs
will also work as a team with license sales personnel on new maintenance
agreement proposals for customers. The assigned territory may have direct
customers and/or Channel Partner accounts assigned.
- Protect
and grow the maintenance revenue stream and proactively manage assigned
accounts.
- Manage
basic negotiations and share lessons learned with less experienced RAs on
any proposals and negotiations.
- Process
maintenance renewal activities following defined processes and systems,
ensuring timely and accurate maintenance renewals are in place for all
open agreements.
- Manage
a revenue quota and participate in frequent forecast reviews of assigned
territory.
- Work
closely with Customers or Channel Partners to ensure that all renewals are
paid to Aptean on or before due date.
- Manage
the relationships with the customers/partners assigned to them with regard
to their contracts for maintenance and support, ensuring good
communications and high customer retention.
- Build
relationships with those influencers and decision makers regarding
maintenance renewals within each of their customers.
- Maintain
good industry and business knowledge and have an excellent level of
product knowledge as is relevant for assigned customers/partners.
- Effectively
communicate company messages, value propositions, etc. verbally and in
writing.
- Enhance
customer connections in a manner which ensures customer retention and high
$/$ renewal rates as measured by quarterly renewal rates.
- Assist
broader account team to provide seamless customer interaction.
- Enter
weekly Pivotal follow up notes on in progress renewal accounts
- Responsible
for quoting all renewals 100 days prior to the term expiration date noted
per renewal in Pivotal
- Responsible
for maintaining a renewal quote status of 90+ days
- Maintain
account renewal flash status based on renewal updates. Done based on the
updates on the accounts.
- Manage
flash status to likely if the renewal has not closed within 14 days of the
term expiration date
- Update
lost opportunities with the correct reason code
- Review
and update in progress pipeline twice weekly to ensure renewals completion
(Mon and Thu)
- All other duties as assigned
Education: Bachelor
degree preferred
Other
requirements:
·
This role will require working in Shifts in
order for the team to cover timezones worldwide.
·
This role will report to the Renewals manager in
Atlanta and will work closely with the Renewals team based in Atlanta.
·
There would be a dotted line reporting to a
manager in Bangalore for administrative
purposes.
Work
Experience
Entry level to mid-range (1-3+ years of
experience) in Sales or Renewals or Account Management or a similar
customer-facing role. Customer Service and Project Management experience a plus
Knowledge, Skills and Abilities
- Advanced Microsoft skills including Word, Excel,
PowerPoint, Outlook
- Excellent sales, negotiation skills and objection handling
skill
Regards
Aptean Recruitment Team
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