Business Development Executive, Renewals
Application Deadline: 20 April 2025
Department: Sales
Employment Type: Full Time
Location: Swansea, UK
Reporting To: SSA Manager, EMPAC
Description
To be responsible for nurturing renewals of an existing portfolio SSA customers, growing accounts as well as identifying, qualifying and driving new business opportunities across a dedicated region, in accordance with the SANS brand, values and mission statement.
Key Responsibilities
Account Management
* Conduct effective, regular Customer Account Reviews.
* Through effective communication: establish, strengthen, and maintain positive relationships with former, current, and new customers.
* Generate customer contracts annually, and on time, whilst introducing additional products to the customer.
* Work with the SSA, SANS and marketing teams to map accounts, distribute leads, qualify opportunities and provide sales support to the channel as they work opportunities.
Business Development
* Qualify incoming leads for Tier 2 – 4 accounts.
* Regularly contact Tier 2-4 customers, ensuring renewals are implemented in a timely manner.
* Proactively qualify the business solution required to address customer requirements, assess customers' met and unmet needs, and recommend solutions that optimize value for both the customer and the firm.
* Maintain accurate account, license, and contract records within CRM system (Salesforce) and ongoing customer interaction through available data systems such as Tableau and internal dashboards.
* Monitor upcoming renewals, proactively identifying difficulties that may occur which could delay or impact the renewal and escalate when needed.
* Prepare demand generation campaigns for existing Tier 2 to 4 accounts.
* Follow up on demand generation for Tier 2 to Tier 4 accounts.
* Coordinate with internal and external stakeholders to align solution design with customers’ business requirements.
* Identify expansion opportunities to generate additional revenue (upsell/cross-sell), propelling those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximize the opportunity.
* Follow, understand, and translate the latest Cyber Security developments and trends into customer-driven solutions.
Event Success Check List Activity (Tier 2 - 4 Existing Accounts)
* Promote SANS’ products and events through appropriate social media channels.
* Contact Tier 2-4 customers in relation to specific events.
* Regularly check event-specific pipeline.
* Conduct invite calls to Tier 2-4 VIPs for specific events.
* Facilitate tactical promotion communications where appropriate.
* Promote and use escalation tactics for struggling events when necessary.
Delegate Calls/Meetings
* Respond to all delegate feedback for Tier 2 to 4 customers.
* Conduct calls to all previous year delegates.
* Attend SANS meetings, events and trade events as required.
* Support the SANS’ Operations Team at SANS events as required.
Other
* Manage, deliver & exceed agreed targets, KPIs and other set objectives.
* Effectively manage the invoicing and aged debt process for assigned accounts, ensuring customer invoices are paid in a timely manner.
* Effectively manage and maintain Salesforce and other data systems.
* Provide excellent customer service to Tier 2, 3 & 4 accounts.
* Carry out ad-hoc administrative tasks as required.
* Build and maintain the SANS brand and mission within the wider Cyber Security community.
* Carry out additional tasks as requested by the SANS Management Team.
Skills, Knowledge and Expertise
Essential Skills
* Bachelor’s degree in business, communications, education, technology, or other related field or comparable work experience.
* Minimum of 2+ years’ experience in Sales role, preferably within renewals.
* Minimum of 3+ years working in a customer-facing role.
* Ability to work autonomously and as part of a team.
* Ability to maintain a positive, customer-focused attitude, even in challenging situations.
* Experience in account management.
* Able to deliver against agreed KPIs and targets.
* Strong influencing and negotiation skills in a business environment.
* Able to work well under pressure.
* Excellent interpersonal and presentation skills.
* Able to manage change, whilst aligning and prioritising multiple tasks.
* Strong IT skills, including experience of working with all Microsoft Office products.
* Able to use social media platforms such as LinkedIn.
* Proficient with web-based collaborative tools such as Dropbox, Smartsheet.
* Able to align and prioritise multiple client accounts whilst delivering a world-class service.
* Ability to use initiative and creativity to overcome customer objections.
* Decisive and forward-thinking, with strong vision and strategic capability.
* The ability to plan and prioritise own workload and work to strict deadlines.
* Ability to network and communicate at all levels both internally and externally.
* Demonstrated ability to work across cultural boundaries and harmoniously.
* Ability and desire to travel to SANS events.
* Ability to plan, forecast and report against sales plan and targets.
* High attention to detail in SF and contract maintenance.
* Ability to network and communicate at all levels, both internally and externally, across geographic functions like content, legal and marketing.
Desirable Skills
* Proficient with SaaS and/or LMS platforms for complex troubleshooting and issue resolution.
* Knowledge of the Cyber Security sector, Cyber Security Awareness and Training.
* Cyber Security background/qualification.
* Competent in using Salesforce.
* Experience with SaaS and Renewals.
* Experience with Sales Processes like MEDPIC.
* Process-driven, with attention to detail and the inquiring approach to look at improving processes and efficiencies. Experience using AI.
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