Renewal Sales Account Manager

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Renewal Sales Account Manager

This position is hybrid model in our Sao Paulo unit.

Position Summary

The Maintenance Renewal Sales Account Manager is responsible for managing and selling Thales HW and SW renewals within a specified territory. The role requires a combination of telephone selling, value proposition transfer to the customer, and a high level of organizational skills. Ability to articulate the features, value and pricing of available plans to existing and prospective customers.

Ensures that the customer receives a timely and accurate renewal quotation days in advance of contract expiration) and manages the complete renewal sales cycle, to include assisting customers with multiple renewal options as needed. Collaborates with the Channel community to drive on-time renewals. Prepares and maintains renewal forecast and reports sales expectations and results for the applicable territory.

Key Areas of Responsibility

• Responsible for meeting or exceeding an assigned territories monthly, quarterly and annual revenue targets/quotas.
• Providing accurate forecasting on a monthly, quarterly and annual basis.
• Monitors the funnel of expiring agreements, contacts customer 60-90 days in advance of expiration, and provides a proposal to the customer for the continuation of their support.
• Communicates regularly with the channel community to address any questions or concerns regarding renewal quotes and to renewal status.
• Monitors proposals outstanding to customers to ensure that sales are closed and handles customer inquiries by explaining the provisions and benefits of the proposed plans.
• Actively pursues the list of lapsed customers to sell reinstated support.
• Negotiate as needed within the renewal sales guideline parameter, to secure on-time renewals.
• Tracks proposals outstanding, orders received, the rate of renewals, and the current forecast for reporting to management.
• Ensures CRM tool is updated regularly to reflect accurate status of sales cycle.
• Makes recommendations to management for renewal support product and process improvements.
• Create renewal quotes for expiring maintenance contracts and obtain discount approvals as needed in conjunction with Maintenance Renewal Support team member.
• Other duties as assigned to advance sales cycles/maximize renewal revenue.

Minimum Qualifications

• Proven ability to sell over the phone and using effective email communication.
• Exceptional oral and written communication skills.
• Demonstrated leadership and strong negotiation skills.
• Exceptional resource management, time management and organizational skills with the proven ability to prioritize and complete.
• Self-starter/Ability to work independently while managing distractions to maximize productivity with minimal supervision.
• Ability to collaborate and work as a contributing member of a team.
• Working knowledge of MS Office (Excel, Word, PowerPoint) and CRM applications.
• Bachelor's degree in business administration or related field of study or equivalent work experience.
• Sales experience representing a high technology product or service with demonstrated ability to meet or exceed a sales quota.
• Experience in managing the Maintenance Renewal Sales Cycle from lead to invoicing through the use of CRM.
• Experience in working with complex agreement offerings and in positioning the benefits of those offerings for customers.

If you're excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community

What We Offer

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:

• Elective Health and Dental plans.
• Retirement Savings Plan with a company contribution and a match.
• Company paid holidays, vacation days, and paid sick leave.
• Company provided Life Insurance.

Why Join Us?

Say HI and learn more about working at Thales click here.

#LI-Hybrid

#LI-IP1