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.

1. Protect and grow the maintenance revenue stream and proactively manage assigned accounts.
2. Manage basic negotiations and share lessons learned with less experienced RAs on any proposals and negotiations.
3. Process maintenance renewal activities following defined processes and systems, ensuring timely and accurate maintenance renewals are in place for all open agreements.
4. Manage a revenue quota and participate in frequent forecast reviews of assigned territory.
5. Work closely with Customers or Channel Partners to ensure that all renewals are paid to Aptean on or before due date.
6. 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.
7. Build relationships with those influencers and decision makers regarding maintenance renewals within each of their customers.
8. Maintain good industry and business knowledge and have an excellent level of product knowledge as is relevant for assigned customers/partners.
9. Effectively communicate company messages, value propositions, etc. verbally and in writing.
10. Enhance customer connections in a manner which ensures customer retention and high $/$ renewal rates as measured by quarterly renewal rates.
11. Assist broader account team to provide seamless customer interaction.
12. Enter weekly Pivotal follow up notes on in progress renewal accounts
13. Responsible for quoting all renewals 100 days prior to the term expiration date noted per renewal in Pivotal
14. Responsible for maintaining a renewal quote status of 90+ days
15. Maintain account renewal flash status based on renewal updates. Done based on the updates on the accounts.
16. Manage flash status to likely if the renewal has not closed within 14 days of the term expiration date
17. Update lost opportunities with the correct reason code
18. Review and update in progress pipeline twice weekly to ensure renewals completion (Mon and Thu)
19. 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 (2-4+ 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