Renewals Manager (RM) is a quota carrying role that collaborates with Cisco sales teams and partners on the renewal of recurring offers for a defined set of accounts. RMs work collaboratively to develop a holistic view of customer renewal requirements and objectives to define a strategy for on-time renewals. RMs possess strong knowledge of negotiation strategies and orchestrate cross-functional resources to secure every renewal, minimizing risk and annual recurring revenue attrition. Customer Coverage: Aligned to accounts and territories based on ATR (Available to Renew) thresholds; Digital and partner go to market motion in commercial and long tail market segments. Assumes responsibility for renewing end customer agreements for Cisco’s recurring offer portfolio including software subscriptions and support services while maximizing retention and expansion of annual recurring revenue. Leads the end customer renewals sales process and engagement in collaboration with the Cisco and (where applicable) channel partner account team from opportunity identification to close. Validates the customer installed base, contractual model, purchasing structure and channels and adoption status by leveraging account team knowledge, Renewal Specialist capabilities, supporting functions and data insights available to evaluate resulting renewal strategies and risks. Leverages Renewal Plays to support revenue retention, offer migration, contract co-termination/consolidation and development of expansions opportunities for joint pursuit with account manager, specialist sales teams and channel partner. Develops the renewal strategy, accompanying value and commercial proposition based on the customer’s specific T-Minus renewal timeline. Owns the management and forecasting of Renewals opportunities and any related attrition, advising the account team in the overall negotiation to ensure integrity of the renewal portion of any (larger) agreement. Works with end customer decision makers and all parties involved to ensure an on-time renewal is supported by timely commercial and contractual agreement, quote availability and ordering arrangements. What You'll do: • Decisions impact the quality, efficiency and effectiveness of own team. • Partners with account team to recommend activities that improve quality of output to the renewals motion • Adopts and implements business and process improvements to the renewals cycle • Actions are guided by policies, resource requirements, budgets and the area business plan. • Typically focused in Major to Premier accounts (may vary by region and country) • Own, drive, and manage the renewals process for partners and customers by utilizing install base data on a quarterly and annual basis representing the renewals sales motion in the strategic account planning process • Actively engage with key decision makers to identify customer roadblocks and ensure on time renewals • Maintain and report an accurate renewals forecast for recurring offers • Identify customer goals and negotiate/execute renewals contract aligned with customer outcome • Identify upsell/cross sell opportunities to maximize customer growth while protecting and enhancing the customer relationship • Conduct risk assessment with resolution strategy, engaging account teams when appropriate • Proactively identify areas of process improvement and efficiency • Leverage existing tools to optimize the renewals process to minimize customer attrition • Actively participates in the strategic account planning process representing the renewals sales motion • Trusted advisor to account teams • Own, drive, and manage the renewals process for partners and customers by utilizing install base data on a quarterly and annual basis representing the renewals sales motion in the strategic account planning process • Actively engage with key decision makers to identify customer roadblocks and ensure on time renewals • Maintain and report an accurate renewals forecast for recurring offers • Identify customer goals and negotiate/execute renewals contract aligned with customer outcome • Identify upsell/cross sell opportunities to maximize customer growth while protecting and enhancing the customer relationship • Conduct risk assessment with resolution strategy, engaging account teams when appropriate • Proactively identify areas of process improvement and efficiency • Leverage existing tools to optimize the renewals process to minimize customer attrition • Actively participates in the strategic account planning process representing the renewals sales motion • Trusted advisor to account teams • Cross function, complex, multi-architecture technology engagements • Considers relative value of several alternative solutions to potential issues before confirming a final decision as to the path forward. • Install Base size and age commensurate with coverage planning • Meet booking target and achieve quarterly strategic goals by increase OTRR, Grow ARR, Reduce customer attrition, Optimize and simplify renewals experience • Has assigned set of territories or accounts. • Mostly autonomous but may engage manager for critical escalations. • Provides guidance and training to new team members. Minimum Qualifications: • Bachelors 5-7 years of related experience, or Masters 4 years of related experience Preferred Qualifications • Solid understanding of Renewals processes, procedures and systems used to accomplish the work and in-depth familiarity with the broader underlying concepts in own job family/job discipline. • Solid understanding of Value Proposition development. different GTM channel and supporting governance mechanisms • Solid understanding of analytics and programmatic processes. • Applies understanding of how the team relates to Sales, and CX to improve efficiency of own team. • Demonstrated success closing and negotiating contracts at all levels Why Cisco? At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint. Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. We are Cisco, and our power starts with you.
