Renewal Specialist

KnowBe4

🇦🇺In-Person - Melbourne, AustraliaA$55K–A$70K/yri16mo ago

Corporate Sales Enterprise Sales Account Management Sales Negotiation Customer Success Renewal Management

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Summary

The Mid Market and Enterprise Renewal Specialist coordinates with Customer Success Managers and partners to manage renewal opportunities, generate pricing quotes, and close deals while maximizing upsells and preventing churn. This role directly impacts revenue retention and growth for KnowBe4's mid-market and enterprise customer segments.

Key Responsibilities: Manage assigned customer portfolio, conduct discovery and strategy sessions with CSMs on renewals and upsells, negotiate terms with customers, facilitate legal documentation reviews, generate pricing quotes, and maintain pipeline forecasts to meet bookings targets. Responsibilities include handling objections, employing pricing strategies, and maintaining accurate CRM administration with minimal supervision.

Skills & Tools: Strong verbal and written communication, negotiation, and sales skills are essential, along with proficiency in Salesforce or CRM platforms, Gmail, Google Docs, and MS Office. Superior customer service, time management, collaborative teamwork, and ability to build rapport via phone, email, and video conferencing are required.

Qualifications: Associate's Degree or equivalent work experience and education preferred, with previous sales or negotiation experience and familiarity with IT Security field concepts. Experience with Salesforce or other CRM systems and proficiency with standard office and web browsing tools required.

Location: Melbourne, Victoria, Australia

Compensation: Estimated: AUD $65,000 – $85,000/year based on renewal specialist role, Australian market rates, and IT security company compensation standards.

Job Description

To learn more about our team and office culture in Melbourne, Australia, visit the following links.

Careers Page: https://www.knowbe4.com/careers/locations/melbourne

Glassdoor: https://www.glassdoor.com/Location/KnowBe4-Melbourne-Location-EI_IE969384.0,7_IL.8,17_IC2264754.htm

The Mid Market and Enterprise Renewal Specialist is responsible for coordinating with Mid Market and Enterprise CSMs, Partners and customers to provide pricing quotes for renewals, adding upsell where applicable, and then successfully and efficiently closing those opportunities.

Responsibilities:

Manage all opportunities within assigned customer portfolio and perform research to understand customer health and account status as it pertains to those opportunities
Coordinate with Mid Market and Enterprise CSMs to strategize on renewals, and applicable upsells, for their customers to maximize bookings
Be proactive when conducting discovery with customers on opportunities and handle any objections to ensure predictability of successfully closing those opportunities
Negotiate with customers on opportunities to prevent churn and secure optimal terms, using discretion and independent judgment
Facilitate a working process between KnowBe4 Legal department, and customer’s Legal team to revise legal documentation pertinent to the contract
Employ pricing strategies that meet the Company’s standards, policies, and procedures
Generate pricing quotes for renewals
Manage your assigned 30, 60, and 90 day opportunity pipeline, weekly and daily forecasts and meet regularly with the Enterprise Renewal Specialist Director to review and strategize
Meet and exceed bookings targets and quotas
Maintain impeccable administration of your opportunities in the Company’s CRM

Minimum Qualifications:

Associate’s Degree or equivalent work experience and education preferred
Experience with Gmail and Google Docs
Experience with MS Office (Word and Excel)
Experience with web browsers (Chrome, Internet Explorer, etc.)
Previous sales or negotiation experience
Familiarity with standard concepts, practices and procedures within the IT Security Field
Experience with Salesforce or other CRM preferred
Strong verbal and written communications
Excellent time management and organization skills
Superior customer service skills
Strong collaborative and team work skills
Ability to build rapport with customers via phone, email and video conferencing
Ability to work with minimal supervision