Senior Renewals Account Representative - Waterloo, Canada - opentext

Description

OPENTEXT
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

The Opportunity

Reporting to the Manager, Renewals this position is focused on relationship management, selling the value of Open Text Maintenance and Support Programs and driving retention as well as growth. Quoting, positioning upsells, regular follow-up and closing renewals are primary responsibilities as well as being able to handle complicated/complex accounts independently. Extremely strong organizational skills and the ability to accurately forecast are required. Concurrently the incumbent will be responsible for identifying and conducting gap analysis and process improvement as well as setting a standard of excellence beyond the one established by management.

What you will be doing:

• Providing exceptional service by reaching out via phone and e-mail on a consistent basis and building strong customer relationships. In addition, providing a consultative and proactive process to producing competitive renewal quotes.

• Consulting with internal stakeholders to prepare renewal quotes, overcoming objections through process of negotiation and adjusting quotes as required to ensure competitiveness of the solution being presented to the customer

• Maintaining and updating reporting systems used for research and providing accurate forecasts within a sales support territory

• Cultivating strong business relationships with the Account Executives and other stakeholders

• Trusted advisor for the Customer for their support needs. Cultivating an environment of mutual value recognized between OpenText and our customers.

• Utilizing departmental standard operating procedures to bring renewal contracts in at full value and on time.

• Taking ownership of the contracts assigned to you and having a strong sense of urgency is required to manage your portfolio resulting in full value, on time renewals.

• Ability to handle complicated and complex customers independently and liaise with internal stakeholders to solve business problems

• May be responsible for named accounts across multiple products

• Ability to handle the majority of escalations independently

• Acts as subject matter expert for the team on a particular product or type of account

• Responsible for sharing roadmap information with the team

• Proactively requests additional responsibilities as defined/assigned by leadership, such as special projects. Willing to undertake these projects in addition to daily workload to develop acumen and improve efficiency of team.

What it takes

• 2+ years' experience working in a sales oriented, lead generation or renewals environment

• University/College degree within a related discipline or equivalent work experience

• Exceptional communication both written and verbal, with the ability to listen and understand client needs and focus the content

• Ability to think outside the box when researching leads for expanding new maintenance contracts and finding new and creative ways to show how OpenText products can help the client achieve their goals

• Strong desire in establishing and maintaining strong relationships with client

• Ability to work cross functionally with a dynamic team who rely on each other to achieve overall corporate goals

• Goal-oriented, positive, a self-starter, with strong attention to detail and analytical skills

• Track record of autonomy, ownership and execution

• Strong ability to multi-task and prioritize work effectively

• Proven experience working in a fluid environment that is ever growing and changing

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at