[Hiring] Renewals Representative @Fortinet

Role Description

In this position, you will be supporting all operational functions of the full Renewal Sales cycle. This includes interfacing, guiding, educating, supporting & transacting with Customers, Field Sales Reps, Inside Territory Account Managers, Channel Partners & Distributors on all levels of Renewal opportunities. This person will be the main point of contact for all Commercial/Mid-Enterprise Renewals in a specific assigned territory within Canada.

• Assist Customers, Sales, Partners & Distributors directly by phone & email with Security & Support (FortiGuard & FortiCare) license Renewals for both current and expired contracts.
• Cross & Up sell into accounts at the time of renewal, discussing and introducing additional Fortinet products and services that can be procured and added at the time of renewal.
• Proactively reach out to existing customers and partners to book meetings to review their account and upcoming renewal.
• Work cross functionally with the extended internal sales teams to facilitate the overall renewal workflow and customer engagement.
• Support and assist Customers, Sales, Partners & Distributors with the full Renewal Sales cycle, including:
  • Generating install base asset reports via the Renewal Tracking System.
  • Generating quotes, assisting with re-quoting, creating proactive upsell quotes.
  • Enforcing management of Salesforce Renewal opportunities to assigned Sales Reps.
  • Assisting with product refresh/upsell data & tracking.
  • Providing ELA/ESA data support (Enterprise Agreements).
  • Handling EOS/EOL data (End of Support).
  • RMA troubleshooting and general Renewal expertise knowledge sharing.
• Manage inbound renewal email alias to vet and complete requests within allotted SLAs.
• Manage inbound Renewal inquiries via Lead record & inbound Renewal calls to corporate phone line.
• Utilize Salesforce CRM, Renewal Tracking System, and FreshDesk Ticketing system daily along with all necessary applications to manage and optimize sales of Renewal opportunities.
• Train new hire Sales reps on Renewal process & best practices on an as needed basis.
• Cross functional/in person interaction on premises with HQ teams such as Product Marketing, Finance, IT, Order Management, Customer Support, Enterprise Agreement team, Pricing, Marketing & Sales to ensure alignment on renewal processes.
• Prioritize workload to meet all KPIs, goals and objectives, staying proactive and productive throughout the day on daily tasks and updating renewal opportunities.
• Meet Daily/Weekly SLAs & maintain high Customer Satisfaction ratings.
• Quota carrying position tied to territory Renewal goals.

Qualifications

• Intermediate level of expertise using Salesforce, MS Excel, MS Word & MS PowerPoint.
• Effective, confident and professional demeanor in conducting telephone and email communications.
• Extremely high attention to detail, analytical & comfortable in a numeric/data driven environment.
• Thrives working in a fast paced/high revenue environment demonstrating a high sense of urgency.
• Customer service forward, self-starter, fast learner & team player.
• Ability to maintain a positive, flexible & professional attitude towards customers and co-workers.
• Ability to "think outside the box", troubleshoot proactively & accordingly with a “Go above & beyond” mentality.

Requirements

• Technical degree in computer science, computer engineering, engineering technology, cybersecurity, or a related field.
• 1+ year of Renewals, Sales or Operations experience (preferably in the B2B tech industry).
• Track record of meeting monthly, quarterly or annual individual or team quotas.
• Knowledge of commonly used terminology & products within the Cyber Security field.
• Understanding of B2B Channel Sales & Direct Sales motions.
• Required to spend more than 50% of time outside of office engaged in selling, including travel as needed to make a sale.

Benefits

• 100% company paid medical, dental, and vision coverage.
• Health Spending Account and a Personal Spending Account for flexibility.
• Employee & Family Assistance Plan (EFAP) for various services.
• Critical illness, disability, and life insurance.
• Group Registered Retirement Savings Plan (RRSP) with a company match.
• Competitive Paid Time Off and flexible leave policies, including paid health days.
• On-target earnings (OTE) expected to be between $75,000 - $92,000 annually.
• All roles are eligible to participate in the Fortinet equity program.
• Bonus eligibility reviewed at time of hire and annually at the Company’s discretion.