Job Description

Software AG is the software pioneer of a truly connected world. Since 1969, we\xe2\x80\x99ve helped 10,000+ organizations turn data into decisions. Our industry-leading suite of , and products creates a flow of data between people, departments, systems, and devices. We connect people and technology for a smarter tomorrow.

Our story goes beyond technology. We put people first \xe2\x80\x93 employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. We are big enough to compete and small enough to care.

Renewals Sales Specialist for maintenance, subscription and SaaS renewals in APJ. This resource will manage renewals business ensuring annual contract value growth year-on-year, mitigation of risks and cancellations, enterprise premium sales, partner management, as well as forecasting and reporting.

Key Responsibilities

Manage a sales territory carrying an individual quota in contract renewal and growth. Individual renewals will be of a simple or medium complexity.

Working several quarters ahead of renewal dates, ensure customer \xe2\x80\x98Renewal Readiness\xe2\x80\x99 by engaging with the broader account team, partners and customer health data to identify renewal risk, and partner on remedial actions aimed at securing an on-time renewal, with growth potential.

Present Software AG\'s value proposition to ensure continuation of Saas/Subscription contracts, and maintain and update customer contact, contractual details, and all correspondence in Software AG\'s CRM throughout the renewal process.

Identify expansion opportunities to generate additional revenue (upsell/cross-sell), driving those opportunities to closure and/or ensuring that the appropriate account management resources are engaged to maximize the opportunity.

Identify, track, negotiate, and close SaaS/Subscription renewals and renewal-attached upsell/cross-sell

Send all Renewal Orders in advance within the corporate agreed upon timeline

Manage renewals from opportunity to invoice, understanding pricing and contractual obligations

Prepare weekly forecasts of renewal bookings and renewal rates within a tight band of accuracy; ; keep Software AG CRM system updated with current and accurate information

Engage in ongoing dialogue with customer points of contact throughout the renewal process to communicate the value of Software AG Products and Services and ensure the highest possible renewal rate %, while keeping focus on proper account management

Track non-renewal, pending, and lost renewals including reasons for cancellation

Support evolving operational processes aimed at improving renewal efficiency, effectiveness, accuracy and insight generated from renewals performance. Escalate and coordinate issues as they arise to ensure timely resolution

Qualifications and Experience

Consistent track record of success renewing Cloud Licenses/ Software Subscriptions

Experience in selling or renewing enterprise software in a diverse customer base with a demonstrated ability to meet or exceed a sales quota for retention and/or growth

Experience in a sales function that includes both direct customer interaction

Manage accounts by building and developing client relationships through personalized contact, understanding of client\xe2\x80\x99s needs, probing for expanded opportunity and use cases and ability to communicate solution values of products & services

You are able to sell value at all levels over the phone

Have a strong product understanding, system knowledge and processes to manage a pipeline of opportunity.

Strong planning, organizing, and decision-making skills

Strong customer orientation and dedication

Strong attention to detail

Familiarity with using a CRM package to manage sales activity ideally Salesforce.com

Strong skills in using the Microsoft Office suite of tools, especially Microsoft Excel

Strong written and verbal communication and customer-facing skills with exceptional fluent English skills, written and spoken telephone manner and other languages appropriate to the territory

At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.

We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.

Software AG