Senior Director, Renewals Sales Go - to - market

Senior Director, Global Renewal GTM Excellence

The Senior Director, Global Renewal GTM Excellence leads the design, development, orchestration, and deployment of the overall renewal growth strategy and experience. The Renewal GTM Excellence leader will spearhead the global implementation of renewal centralization strategy by implementing clear engagement models with field teams, process optimization, playbook development, scorecard development and associated growth & improvement strategies with the Renewal Sales geo leads, business productivity specialists, CCO segment sales leaders, partner leadership, and IB excellence functions to achieve business priorities. They will orchestrate enablement for the renewal sales team in cross functional partnership with WW Enablement, CCO, and other Selling teams. They will drive Renewal Specialist (RS) management to achieve high quality renewal forecasting and pipeline management. They will provide recommendations on Renewal Sales compensation strategies and overall process effectiveness Preferred locations are near our offices in San Jose, CA, Vienna, VA, New York, NY and Raleigh, NC

Job Requirements and Activities

• Manage, develop and mentor a renewal sales business development team including vTeams of renewal specialists SMEs targeting enterprise and team strategic customers to drive customer engagements for large enterprise accounts.

• Spearhead implementation of renewal centralization strategy for enterprise and strategic customers

• Develop and implement proactive scale selling programs for NetApp and/or partner led renewal engagement in low ARR$ accounts.

• In partnership with the WW Renewal Sales Geo Leadership team, develop and implement processes, programs and initiatives to drive focused and programmatic customer impact with Renewal Specialists.

• Influence targeting, KPI measures, conversation guides/plans, and action plans to drive renewal sales customer engagement and increase renewal specialist accountability

• Consult on overall program efficiency improvements aligned with industry standards

• Establish and maintain regular interlocks with peer Excellence leaders ensuring consistency and synergy across Renewal Specialist and CSM teams

• Digest, interpret and translate analytics and reporting needs of the Renewal Specialist to Biz Insights leader, WW Sales Ops, Finance, and product management

• Ensure RS initiatives and programs are communicated, aligned, implemented and measured cross functionally for bi-directional knowledge sharing to support global standardization

• Provide guidance and support for adjustments to infrastructure and lead change management programs

Business Objectives

• Successful development and execution of Global Renewal Sales GTM strategy

• Drive global Renewal Sales leadership of customer engagements in large enterprise accounts

• Improved Public & Hybrid Cloud renewal sales AOP attainment

• Improved KPIs across all vectors of renewal sales engagement – RS-led engagement, on time renewals, forecasting accuracy, and renewal risk

Skills, Competencies and Experience

• 7+ Years of experience driving sales excellence with a high-growth global company

• 7+ Year overall leadership and program management experience

• Deep understanding of territory and quota operations, revenue life cycle. Strong business acumen with a focus on leading sales & inside sales teams

• Strong ability to deliver and facilitate knowledge transfer/training virtually across a globally diverse team

• Excellent presentation, communication and organizational skills

• Expertise with sales tools such as, SFDC, CPQ and core renewal KPIs including renewal rates, retention rates, churn rates, etc.

Key Performance Indicators

• Exceeding Renewal Sales Targets based on Executive priorities to include IQRR improvement, customer retention, and bookings targets

• Development and Execution of Operational Efficiencies as determined by Renewals Leadership

• Improvement of forecasting and pipeline management (people, process and tools)

Education

Individual Contributor - Typically requires a minimum of 15 years of related experience.

Manager and Executive - Typically requires a minimum of 15 years of related experience.