Renewals Representative (Vancouver, BC)

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response. Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats. Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary The Renewals Representative is a quota-carrying overlay sales role, responsible for partnering with a small number of Account Managers/Executives to jointly achieve overall renewal and expansion sales targets.  The Renewals Rep will focus on reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory, while supporting and enabling expansion motions in partnership with the AM/AE.  As customers have acquired Sophos solutions, it is necessary that we continue to ensure those customers realize the value expected from their purchase and renew and ideally expand that business relationship together. The Renewals Rep will be responsible for managing the pipeline of renewals opportunities that are not already being driven by their AM/AE partners in a prescribed territory. Note: This role has a regular, weekly in-office requirement. Office is located in downtown Vancouver. In Canada, the base salary for this role ranges from $47,600 to $79,100.  In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. #li-hybrid #li-FC2 #b1 Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos? ·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. ·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit ·   Employee-led diversity and inclusion networks that build community and provide education and advocacy ·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities ·   Global employee sustainability initiatives to reduce our environmental footprint ·   Global fitness and trivia competitions to keep our bodies and minds sharp ·   Global wellbeing days for employees to relax and recharge ·   Monthly wellbeing webinars and training to support employee health and wellbeing Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos What You Will Do Closely collaborate with Account Manager/Executive teammates in shared territories to divide and conquer to maximize NRR Team to achieve agreed-to quarterly renewal and expansion sales goals, develop strong relationships with key partners, buyers and influencers and leverage these during the renewals sales process. Maintain strong partner and customer relationships, understand their business needs, and align them with Sophos solutions. Identify customer renewal risks and collaborate with channel partners, sales teammates, and the customer success team to coordinate activities to mitigate the risk. Work closely with customers, channel partners and internal teams to acquire the documentation necessary for Sophos to correctly recognize revenue transactions. Support and manage the end-to-end renewals process, including maintaining an accurate renewals opportunity forecast status in SFDC Follow Sophos standard renewals sales processes and policies including forecasting management, conducting sales campaigns, documenting activities, following up on assigned actions, etc. Execute a planned cadence of engagement customers and put detailed strategic account plans in place where appropriate. Work in support of the new business sales team when their expansion business is in conjunction with a pending renewal to ensure full renewal is achieved and partnering to support the additional growth solutions to the customer’s desired cybersecurity and business outcomes. Renewals Representative by Segment Enterprise Renewals Rep: Low volume engagement driven primarily through strategic partnership with Enterprise Account Executive, within or outside of the renewal window. Engagement based on collaboration with AE regarding risk or potential. Midmarket Renewals Rep: Medium volume engagement within renewals window, partnering through opportunity tagging by Account Executive, and outbound engagement for any untagged renewal window opportunities. Commercial Renewals Rep: High volume engagement within renewals window, leveraging outbound digital, cadenced engagements. Motions driven primarily through partner engagement with reactive actions in support of full book of commercial renewals within renewal window. What You Will Bring Bachelor’s degree in Business Administration, Communications, or Marketing preferred; or proven relevant experience in previous roles. 1-3+ years experience in renewal account management or sales roles working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas. Familiarity with Salesforce tools such as Lightning and CPQ, as well as additional tools like Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook. Strong understanding of the Renewals sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them. Exceptional retention risk discovery skills, value proposition presentation, negotiation, and closing skills Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams and build relationships with customers. A self-motivated and proactive approach to a set of tasks, with the ability to work independently and prioritize tasks effectively. Solid technical acumen able to explain the benefits of different technologies and strong cybersecurity knowledge an advantage. Experience in selling through and with channel partners, and ability to thrive in a team-selling environment

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      "text": "What You Will Do",
      "content": "<div>\n\n<li>Closely collaborate with Account Manager/Executive teammates in shared territories to divide and conquer to maximize NRR</li>\n<li>Team to achieve agreed-to quarterly renewal and expansion sales goals, develop strong relationships with key partners, buyers and influencers and leverage these during the renewals sales process.</li>\n<li>Maintain strong partner and customer relationships, understand their business needs, and align them with Sophos solutions.</li>\n<li>Identify customer renewal risks and collaborate with channel partners, sales teammates, and the customer success team to coordinate activities to mitigate the risk.</li>\n<li>Work closely with customers, channel partners and internal teams to acquire the documentation necessary for Sophos to correctly recognize revenue transactions.</li>\n<li>Support and manage the end-to-end renewals process, including maintaining an accurate renewals opportunity forecast status in SFDC</li>\n<li>Follow Sophos standard renewals sales processes and policies including forecasting management, conducting sales campaigns, documenting activities, following up on assigned actions, etc.</li>\n<li>Execute a planned cadence of engagement customers and put detailed strategic account plans in place where appropriate.</li>\n<li>Work in support of the new business sales team when their expansion business is in conjunction with a pending renewal to ensure full renewal is achieved and partnering to support the additional growth solutions to the customer’s desired cybersecurity and business outcomes.</li>\n\n<p><strong>Renewals Representative by Segment</strong></p>\n\n<li>Enterprise Renewals Rep: Low volume engagement driven primarily through strategic partnership with Enterprise Account Executive, within or outside of the renewal window.&nbsp; Engagement based on collaboration with AE regarding risk or potential.</li>\n<li>Midmarket Renewals Rep: Medium volume engagement within renewals window, partnering through opportunity tagging by Account Executive, and outbound engagement for any untagged renewal window opportunities.</li>\n<li>Commercial Renewals Rep: High volume engagement within renewals window, leveraging outbound digital, cadenced engagements.&nbsp; Motions driven primarily through partner engagement with reactive actions in support of full book of commercial renewals within renewal window.</li>\n\n</div>"
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