Senior Director, Renewals Sales Go-to-Market

Role Summary

The Senior Director Global Renewal GTM Excellence leads the design development orchestration and deployment of the overall Renewal growth strategy and experience. The Renewal GTM Excellence leader will spearhead the global implementation of renewal centralization strategy by implementing clear engagement models with field teams process optimization playbook development scorecard development and associated growth & improvement strategies with the Renewal Sales geo leads business productivity specialists CCO segment sales leaders partner leadership and IB excellence functions to achieve business priorities. They will orchestrate enablement for the renewal sales team in cross functional partnership with WW Enablement CCO and other Selling teams. They will drive Renewal Specialist (RS) management to achieve high quality renewal forecasting and pipeline management. They will provide recommendations on Renewal Sales compensation strategies and overall process effectiveness

*Preferred locations are near our offices in San Jose CAVienna VA New York NY and Raleigh NC*

Job Requirements and Activities

Manage develop and mentor a renewal sales business development team including vTeams of renewalspecialists SMEs targeting enterprise and team strategic customers to drive customer engagements forlarge enterprise accounts.
Spearhead implementation of renewal centralization strategy for enterprise and strategic customers
Develop and implement proactive scale selling programs for NetApp and/or partner led renewalengagement in low ARR$ accounts.
In partnership with the WW Renewal Sales Geo Leadership team develop and implement processesprograms and initiatives to drive focused and programmatic customer impact with Renewal Specialists.
Influence targeting KPI measures conversation guides/plans and action plans to drive renewal salescustomer engagement and increase renewal specialist accountability
Consult on overall program efficiency improvements aligned with industry standards
Establish and maintain regular interlocks with peer Excellence leaders ensuring consistency and synergyacross Renewal Specialist and CSM teams
Digest interpret and translate analytics and reporting needs of the Renewal Specialist to Biz Insightsleader WW Sales Ops Finance and product management
Ensure RS initiatives and programs are communicated aligned implemented and measured crossfunctionally for bi-directional knowledge sharing to support global standardization
Provide guidance and support for adjustments to infrastructure and lead change management programs

Business Objectives

Successful development and execution of Global Renewal Sales GTM strategy

Drive global Renewal Sales leadership of customer engagements in large enterprise accounts

Improved Public & Hybrid Cloud renewal sales AOP attainment

Improved KPIs across all vectors of renewal sales engagement RS-led engagement on time renewals forecasting accuracy and renewal risk

Skills Competencies and Experience

7 Years of experience driving sales excellence with a high-growth global company

7 Year overall leadership and program management experience Deep understanding of territory and quota operations revenue life cycle. Strong business acumen with a focus on leading sales & inside sales teams

Strong ability to deliver and facilitate knowledge transfer/training virtually across a globally diverse team

Excellent presentation communication and organizational skills

Expertise with sales tools such as SFDC CPQ and core renewal KPIs including renewal rates retention rates churn rates etc.

Key Performance Indicators

Exceeding Renewal Sales Targets based on Executive priorities to include IQRR improvement customer retention and bookings targets

Development and Execution of Operational Efficiencies as determined by Renewals Leadership

Improvement of forecasting and pipeline management (people process and tools)

Education

• Individual Contributor- Typically requires a minimum of 15 years of related experience.
• Manager and Executive - Typically requires a minimum of 15 years of related experience.