About the Position
The Renewals Account Manager (RAM) is a sales role that reports to the regional Manager of Renewals Sales and is responsible for reducing churn across WatchGuard’s full portfolio of renewable term licenses. Each quarter, the RAM is assigned an Available to Renew (ATR) report identifying every license expiring in that period across their assigned book of business, along with the incumbent partner and distributor. The RAM is responsible for ensuring each license is either renewed or replaced with a new product so that no license is lost to churn. Beyond retention, the RAM is accountable for growing the value of every renewal, with a target of increasing Annual Recurring Revenue (ARR) by at least 5% year over year. Performance is measured license by license, at the point of expiration, based on whether the expiring license was renewed or upgraded rather than lost. The RAM works alongside Channel Account Managers (CAMs), who carry quota for new sales and expansion.
Who Should Apply?
You are serious about pursuing a career in professional sales and want to focus on technology and cybersecurity because of its position at the cutting edge of advanced artificial intelligence and innovation. You are either pursuing your first quota-carrying sales role after proving yourself in a sales development capacity, or you are an experienced sales professional from a different industry looking to move into a vertical with higher long-term earning potential. You love competition and thrive in team environments where you compete against the person seated next to you while also supporting them in pursuit of shared team targets. You may not be a technology expert, but you understand that businesses make decisions on a cost-benefit basis and only issue a purchase order if the solution they are buying contributes to a high-priority business objective. You excel at distilling complex problems down to the basics and can translate complicated industry jargon into terms anyone can understand. You are unafraid of taking educated risks because you know that is a path to higher reward. Your confidence does not cross the line into arrogance: you remain humble and willing to learn, and you are the sort of person that leaders want to mentor and peers want to spend time with outside of the office.
Position Responsibilities
• Meet or exceed quarterly and annual retention and ARR growth targets
• Own each license on the quarterly Available to Renew (ATR) report through to resolution: renewed or replaced, with a goal of zero churn
• Identify and execute sales activities that increase the value of each renewal by adding users, extending term lengths, reducing Special Bid discounts, migrating to higher-tier SKUs, or trading up hardware
• Coordinate renewal outreach with channel partners, distributors, and internal sales teams to ensure every customer is contacted in the most effective way and timeframe, avoiding duplicate effort
• Support incumbent channel partners — and occasionally lead the effort — in proactively contacting end users ahead of expiration to secure renewal or replacement commitments, and in becoming self-sufficient at eliminating churn and growing ARR at renewal
• Maintain an accurate pipeline of renewal opportunities in Salesforce that corresponds to the ATR report, recording sales activity, progressing opportunities through sales stages, and keeping forecast category, estimated renewal value, close date, and resolution status current for every license
• Use the outreach platforms provided by WatchGuard to call, email, and host meetings with partners, distributors, and end customers, meeting all activity metrics set by your manager
• Be responsible for a quarterly renewal forecast, updated weekly and delivered to your manager by the assigned deadline
• Identify and qualify new business and expansion opportunities that surface during renewal conversations with customers and partners, and hand off qualified opportunities to the appropriate Channel Account Manager (CAM) to own and close
• Maintain clear separation from Channel Account Managers by focusing on renewal, retention, and expansion-at-renewal — surfacing and handing off new business opportunities rather than running or closing them
• Remain knowledgeable of WatchGuard’s full product portfolio to identify replacement and upgrade paths for expiring licenses
Skills and Qualifications
• Bachelor’s degree or an equivalent combination of education and experience
• Native/fluent proficiency in at least one of the following languages is required: French, Italian or Spanish, along with fluent English.
• Experience in sales, account management, or customer retention/renewals required
• Experience in two-tier channel sales with distribution partners is preferred
• Previous experience as a top-performing Business Development or Sales Development Representative in the cybersecurity industry will be considered
• Candidates from outside the cybersecurity industry must demonstrate a proven track record of achieving targets and exceeding quota in a commission-based sales role
• Demonstrated ability to manage a high-volume book of business and prioritize by risk and value
• Strong negotiation, written, and verbal communication skills
• Outstanding organizational and time management skills; comfortable owning a defined book of business against a recurring quarterly cycle
• Understanding of computer networking, network security and computer peripheral products in network environments a plus
• Proficiency with Microsoft Office and Salesforce required; proficiency with analytics tools such as Power BI and engagement platforms such as Outreach.io, SalesLoft, or Gainsight preferred
• Willing and able to work full-time onsite from WatchGuard’s local sales office, as this is an inside sales role
WHY WORK FOR WATCHGUARD?
WatchGuard is a global cybersecurity company delivering network security, endpoint protection, multi-factor authentication, secure Wi-Fi and managed security capabilities through a strong partner ecosystem. Our channel-first model gives sales professionals the opportunity to help resellers, MSPs and distributors grow profitable recurring-revenue businesses while protecting customers against an increasingly sophisticated threat landscape.