About NetApp
We're forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can't do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it's in our DNA. We push limits and reward great ideas. What is your great idea?
"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO
Job Summary
The Renewal Specialist is responsible for Install Base (IB) management of the existing customers in the effort to retain (as the primary focus) and grow the customer base. The role executes in line with Go To Market (GTM) strategies and initiatives to grow revenue generated from customer renewal (install base) sales and meet key performance indicators (KPIs) for in-quarter renewal rates, in-quarter retention rates, discount percentages, and asset disposition.
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Job Requirements
- Work closely with Client Executives and Customer Success Managers to determine account install base (IB) strategy and identify and qualify Renewal opportunities
- Own IB management process and support IB Renewal sales within their IB Renewal specialty (renewal, tech refresh, keystones, cloud subscriptions, etc.)
- Oversee the Renewal opportunity creation and hygiene
- Maintain and grow Renewal rates (including renewal on-time (OTRR) and in-quarter (IQRR) rates, tech refresh, keystones, cloud subscriptions, etc.) and discount governance
- Establish profitable relationships with the channel partners, customers, and account teams with a focus on Renewal, identifying opportunities for upselling and minimizing churn
- Design, scope, and prepare customer proposals within their assignment (aligned to specialty)
- Own quoting process and quote quality for core renewals, tech refresh, managed services (Keystones), and cloud renewals; collaborate with the NetApp quoting team to ensure quality, timeliness, and accuracy of
- quotes
- Serve as subject matter expert and provide technical advice related to customer proposals/quotes to help address queries from customers and channel partners; provide advice on compliance matters and
- policies
- Engage with the channel partners to progress Renewal opportunities through the sales cycle
- Educate channel partners on the Renewal IB process and opportunity management process
- Attend customer/partner escalations related to Renewal sales and/or IB matters and engage with cross-functional teams to seek resolution
Skills & Competencies
- Aptitude and readiness for learning and understanding new technologies
- Creativity in problem-solving and good customer service skills
- Ability to understand and communicate technical solutions and selling concepts
- Strong ability to use data and drive insights, and execute
- Has strong communication and organizational skills
- Interacts and collaborates with cross functional teams across time zones and cultures
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.
Did you know...
Statistics show women apply to jobs only when they're 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.
Why NetApp?
In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world's biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.
If you run toward knowledge and problem-solving, join us.
USA and Canada Residents Only:
The salary hiring wage range for this position which the Company reasonably and in good faith expects to pay for the position in the specified geographic areas or locations, is 70,000 - 95,000. Final compensation will be dependent on various factors relevant to the position and candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. In addition, the position may include some of the following comprehensive benefits such Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), sick time, leave of absence as per the FMLA and other relevant leave laws, Company bonus/commission, employee stock purchase plan, and/or restricted stocks (RSU's).
Nearest Major Market: Durham
Nearest Secondary Market: Raleigh
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