Associate Renewal Account Manager (Renewal Sales)

In today’s work environment, employees use a myriad of devices to access IT applications and data over multiple networks to stay productive, wherever and however they work. Ivanti elevates and secures Everywhere Work so that people and organizations can thrive. 

While our headquarters is in the U.S., half of our employees and customers are outside the country. We have 36 offices in 23 nations, with significant offices in London, Frankfurt, Paris, Sydney, Shanghai, Singapore, and other major cities around the world.

Ivanti’s mission is to be a global technology leader enabling organizations to elevate Everywhere Work, automating tasks that discover, manage, secure, and service all their IT assets. Through diverse and inclusive hiring, decision-making, and commitment to our employees and partners, we will continue to build and deliver world-class solutions for our customers. 

At Ivanti, our success begins with our people. This is why we embrace Everywhere Work across the globe, where Ivantians and our customers are thriving. We believe in a healthy work-life blend and act on it by fostering a culture where all perspectives are heard, respected, and valued. Through Ivanti’s Centered Around You approach, our employees benefit from programs focused on their professional development and career growth. 

We align through our core values by locking arms in collaboration, being champions for our customers, focusing on the outcomes that matter most and fighting the good fight against cyber-attacks.  Are you ready to join us on the journey to elevate Everywhere Work? 

Join our team as a Renewal Account Manager (RAM) at Ivanti, where you’ll play a pivotal role in renewing maintenance, subscription, and SaaS agreements within your designated territory. Collaborating closely with our sales teams, resellers, and customers, you'll leverage your proactive nature and exceptional communication skills to foster lasting relationships and ensure smooth renewals. As a self-starter reporting to the Manager of Renewal Sales, your efforts will directly contribute to Ivanti's mission of providing innovative solutions that empower organizations to become more efficient and secure in their operations. Come help us drive customer success!

The Global Renewals team plays a critical role in ensuring customers achieve their desired outcomes by retaining, extending and expanding our solutions throughout the customer life-cycle. We manage more customer-facing interactions than any other team and are manically focused on customer retention, revenue growth and ensuring successful renewal of customer contacts. #LeaveNoCustomerBehind The Global Renewals team is a highly collaborative organization working cross-functionally with many teams including customer success, field sales and our worldwide network of channel partners.

Volume Of Work: 
You will be managing a large volume of opportunities to ensure timely renewals

Salesforce:
Experience with managing renewals using Salesforce is required

Strategic Renewal Management:

Oversee the annual and quarterly renewal portfolio for a wide range of accounts within the assigned territory, balancing diverse spending levels to optimize overall renewal performance.

Maximize Renewal Value:

Actively work to enhance the value of renewals, ensuring that they are completed on time while proactively addressing potential cancelation risks.

Proactive Quoting:

Prepare and dispatch quotes to resellers and customers at least 90 days prior to renewal dates, ensuring ample time for review and adjustment.

Salesforce Tracking:

Maintain organized records of all customer interactions, including quotes, correspondences, and follow-ups, within Salesforce.com for effective pipeline management.

Objection Handling & Negotiation:

Independently address common customer objections and negotiate renewal contracts using effective, value-based objection handling techniques to secure renewals.

Cross-Functional Collaboration:

Work collaboratively with various internal teams, including order management, finance, legal, and accounts receivable, to facilitate smooth renewal processes.

Forecasting Accuracy:

Provide detailed and accurate forecasts of the renewals pipeline on a weekly, monthly, and quarterly basis to inform business strategy and operations.

Renewal Timeliness:

Strive to maintain a high rate of on-time renewals while actively working to reduce the backlog of overdue renewals.

 Upselling:

Identify additional sales opportunities, including cross-selling and upselling initiatives, utilizing foundational value-based selling techniques to maximize account growth.

Customer Relationship Development:

Cultivate and maintain strong relationships with customers and partners to ensure that their expectations are not only met but exceeded.

Policy Adherence & Communication:

Clearly articulate and uphold company policies and best practices with customers and partners, ensuring alignment and understanding across all interactions.

• Experience: Minimum of 2 years in renewals sales within a software company.
• Time Management: Proven skills in managing time effectively in a fast-paced sales environment.
• Communication: Strong verbal and written communication skills; able to engage with stakeholders at all organizational levels.
• Organization: Excellent organizational abilities with a keen attention to detail and capacity to manage multiple tasks simultaneously.
• Teamwork: Capability to collaborate effectively as part of a cross-functional team.

• First 90 Days:

- Complete comprehensive training program.

- Master the process of creating and sharing accurate quotes.

- Initiate calls to customers to establish relationships and gather insights.

- Develop proficiency in renewal forecasting..

-Learn to cross-sell and up-sell.

- Successfully book orders to meet the set quarterly renewal quota.

• First 6 Months:

- Continuously follow up with customers through calls and emails to enhance engagement.

- Refine skills in creating and sharing renewal quotes.

- Maintain regular communication with customers to drive renewal sales.

- Accurately forecast sales trends and adjust strategies as required.

-Focus on improving the cross-sell and up-sell.

- Consistently achieve the set quarterly renewal sales quota.

• First 12 Months:

- Sustain follow-ups with customers to foster long-term relationships.

- Streamline the process of creating and sharing quotes for efficiency.

- Engage in proactive customer calling to identify additional sales opportunities.

-Continue to improve on cross-sell and up-sell.

- Provide accurate sales forecasts to inform business strategies.

- Successfully achieve the set yearly sales quota, contributing to overall company success.

This job posting will remain active until a qualified candidate is identified.

At Ivanti, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. Ivanti believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.

If you require special assistance for the best interview experience, please contact us at recruiting@ivanti.com.