Job Locations Virtual Office

Position Type

Regular Full-Time

ConvergeOne: 1 Contact, 1 Connection, 1 Choice

 

ConvergeOne is the foremost, single-source provider of advanced communications and data technology for business. That means if it's digital, we connect our customers to it -- from phone systems and hardware to computer networks, application development, managed solutions and more. And we're 100% passionate with designing, implementing, managing and supporting our customers' every need from end to end, so that they can focus on what they do best.

 

So, when it comes to joining a team of IT and communications technology pros who are empowered to do what they do best, your best choice -- your #1 choice -- is ConvergeOne.

Charged By Greatness video:  

https://www.dropbox.com/s/62ewzbd6hglwker/ConvergeOne%20FINAL.mp4?dl=0

Summary

Reporting to the Regional Vice President, the Regional Renewals Manager is responsible for coordinating and facilitating the holistic renewals process within a subset of regions and driving improved renewal rates across all lines of business and OEMs within those regions. This includes ensuring that up-for-renewal contracts are properly tracked and flagged to Sales Directors and National Account Managers, helping these sellers understand and follow the proper renewals process/motion, and monitoring renewals performance for the regional sales management team on an ongoing basis. This individual will be responsible for realizing revenue and EBITDA growth via increased renewal rates throughout the region. He or she will be mapped to a subset of specific regions and need to work closely with both regional sales leaders and sellers (e.g., RVP, SDs, NAMs, ISRs, etc.) and national teams (e.g., ConvergeOne Renewals team). He or she will be responsible for delivering on key value targets in both the near and long term.

 

Measures for success include:

Regional renewal rates across all lines of business and OEMs
• Clarity of regional renewal rate and win/loss reporting and analysis to management and sellers
• Accuracy and hygiene of renewals data in dashboards and systems (e.g., Alert)
• Adherence by regional sellers to the established renewals process/motion/cadence

Essential Functions

• Leads the monitoring of renewals activity in a way that creates visibility and transparency into opportunities for SDs and NAMs
• Facilitates periodic (i.e., weekly or monthly) calls in coordination with the RVP and SDs to review pending renewals opportunities and coordinate plans of action to be undertaken by NAMs and/or ISRs
• Owns the tracking and analysis of renewals performance in their assigned regions as measured by renewal rate
• Works with relevant teams and systems to proactively track KPIs as well as analyzing performance (e.g., by NAM, by account size, etc.) to create actionable insights for regional sales leadership
• Drives increased adoption of renewals best practices within the organization, including helping NAMs to clear their renewals backlog and instill a more proactive, forward-looking approach to addressing contracts coming up for renewal which requires coordination with the best-in-class renewals process
• Ensures that all SDs, NAMs, ISRs, and other members of the sales organization are trained and competent at using established tools (e.g., Alert) for monitoring contract status and identifying opportunities for renewals
• Coordinates once operations have been stabilized that ACO/RC vs Subscription vs maintenance
• Segments customers (red, yellow, green) and coordinate growing Renewal rate
• Tracks and monitors regional renewal performance across all lines of business and OEMs
• Reviews Contract Renewal Dashboard (Alert Data) for the region - covers Avaya retail, wholesale, co-delivery, C1 Proprietary Services, and Other 3rd Party
• Reviews Cisco Renewals regional spreadsheet (Cisco Data)
• Tracks compliance such as Netformex
• Partners with ConvergeOne Renewals team for reporting and tracking
• Ensures that up-for-renewal contracts are identified and flagged proactively to NAMs
• Analyzes renewals data and create business-intelligent reporting for regional management and sellers
• Sets appropriate renewal rate targets for improvement by workstream and by contract value
• Aligns on regional processes by customer total contract value (aligned with ConvergeOne best practice)
• Helps coordinate regional approach for capturing value from vendor/partner/OEM programs
• Ensures continuously strong renewals data hygiene in key systems (e.g., Alert) across all contracts
• Collaborates effectively with RVP, SDs, and NAMs to ensure that sellers have the right information at the right time and are able to understand and follow the proper renewals process/motion/cadence
• Collaborates effectively with FP&A (as needed) on renewals business intelligence

Additional Specific Duties and Responsibilities

• Possesses the willingness to roll up sleeves in a fast-paced environment; demonstrates a bias for action
• Shows strong analytical skills to monitor performance and make actionable recommendations
• Possesses the strong understanding of business intelligence tools
• Shows the ability to work with cross-functional teams
• Holds strong communication skills (verbal and written); ability to communication with senior management
• Connects naturally and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively at all levels
• Possesses fluency across multiple platforms (e.g., Avaya, Cisco, Dell, Nice, etc.), including their specific offerings, programs, and incentives

 

Required Qualifications

• 5+ years of work experience, primarily in sales-related operational roles
• Experience working at ConvergeOne in particular
• Experience working with sales management and other senior leaders in a professional setting
• Experience working with data, building business-intelligent reports, and conducting analysis
• Experience working collaboratively with sales teams and other support groups
• Experience in the high tech industry is strongly preferred – software, hardware, IT services, or telecom
• Experience with renewals strongly preferred

Work Environment

Ability to handle multiple priorities and demands in a fast-paced environment. This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

 

Physical Environment
Physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job.

Other Duties/Changes
This job description is not designed to cover or contain a comprehensive listing of all duties, responsibilities or activities that are required of a team member for this job. Duties, responsibilities and activities may change at any time with or without notice. At any point in time, the essential functions and primary duties associated with this position will be the principal, major or most important duties, responsibilities and activities that the employee is expected to perform as determined and directed by ConvergeOne.

EEO Statement
ConvergeOne provides equal employment opportunities (EEO) to all team members and applicants for employment opportunities. All qualified applicants will receive consideration for employment, and all team members will be treated with respect to their employment, without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity, disability or veteran status. For further details please view the Equal Employment Opportunity Posters provided by OFCCP. http://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm

Summary
Reporting to the Regional Vice President, the Regional Renewals Manager is responsible for coordinating and facilitating the holistic renewals process within a subset of regions and driving improved renewal rates across all lines of business and OEMs within those regions. This includes ensuring that up-for-renewal contracts are properly tracked and flagged to Sales Directors and National Account Managers, helping these sellers understand and follow the proper renewals process/motion, and monitoring renewals performance for the regional sales management team on an ongoing basis. This individual will be responsible for realizing revenue and EBITDA growth via increased renewal rates throughout the region. He or she will be mapped to a subset of specific regions and need to work closely with both regional sales leaders and sellers (e.g., RVP, SDs, NAMs, ISRs, etc.) and national teams (e.g., ConvergeOne Renewals team). He or she will be responsible for delivering on key value targets in both the near and long term.

Measures for success include:
- Regional renewal rates across all lines of business and OEMs
- Clarity of regional renewal rate and win/loss reporting and analysis to management and sellers
- Accuracy and hygiene of renewals data in dashboards and systems (e.g., Alert)
- Adherence by regional sellers to the established renewals process/motion/cadence