Senior Manager, Renewal

Job Description

About Us Sophos is a global leader and innovator of advanced security solutions that defeat cyberattacks, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies. As one of the largest pure-play cybersecurity providers, Sophos defends more than 600,000 organizations and more than 100 million users worldwide from active adversaries, ransomware, phishing, malware, and more. Sophos provides cybersecurity-as-a-service to organizations needing fully managed security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos is headquartered in Oxford, U.K. More information is available at . Role Summary The Sophos Global Renewals team is committed to ensuring that every customer fully realizes the value of their partnership with us through renewals and business expansion. As a Senior Manager, Renewals, you will lead a team of Renewals Account Managers to achieve and exceed renewal rate and ACV business targets. Reporting to the Director of Renewals, you will play a critical role in driving customer retention and growth across multiple territories, regions, and countries. In this leadership role, you will enable, support, and coach a team of account management sales professionals, provide accurate business forecasting, and contribute as a key member of the theater renewals leadership team. Your team will collaborate closely with the new business sales team to ensure customers consistently experience the value of Sophos solutions and our partnership, fostering renewals and business growth. Additionally, your team will work in partnership with distributors and resellers to execute business strategies while engaging with internal stakeholders to drive successful outcomes. What You Will Do Lead and mentor a team of Renewals Account Managers, providing sales leadership, guidance, coaching, and driving accountability to achieve business targets. Collaborate with new business sales counterparts to ensure a coordinated strategic sales plan is defined and executed, enhancing the overall customer experience. Drive retention by identifying renewal risks and partnering with customer success teams and reseller partners to mitigate those risks. Identify upsell, cross-sell, and expansion opportunities within the existing customer base while managing contract renewals. Foster strong relationships with key customers, partners, and distributors, ensuring their satisfaction. Track key performance metrics, analyze data to make informed decisions, and optimize the renewals process while driving team productivity. Ensure accurate revenue forecasts and budgets for the renewal sales team, aligning with company objectives. Stay updated on industry trends, competitors, and customer needs to provide localized insights to global Market Intelligence (MI). Continuously evaluate and enhance renewal processes to improve efficiency and the customer experience. Recruit and develop high-performing teams, mentoring the management team to implement best practices in talent acquisition and development. Manage individual performance through tailored learning plans, regular performance feedback, and structured career development initiatives. Address performance concerns promptly and appropriately, identifying leading indicators of potential performance challenges. Retain highly effective teams by implementing recognition programs and career development processes. What You Will Bring Bachelor’s degree in business, sales, marketing, or a related field; or equivalent relevant work experience. History of exceeding targets in a consultative and matrixed selling environment. Proven success in managing and growing renewals or sales teams with a focus on recurring revenue/Annual Recurring Revenue (ARR). Solid understanding of subscription-based business models. Previous leadership experience, including first-line management roles. Excellent verbal and written communication and negotiation abilities. Fluency in English is required; proficiency in an additional language is highly beneficial. Analytical mindset with the ability to leverage data for decision-making. Experience in cybersecurity is an advantage. Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. We encourage you to apply even if you don't check every box in the job description. What's Great About Sophos? Sophos operates a remote-first working model, making remote work the primary option for most employees. Our people innovate and create, all while maintaining a great sense of fun and team spirit. We are committed to ensuring equality of opportunity and a diverse and inclusive environment. Data Protection If you choose to explore an opportunity, your details will be held by Sophos for 12 months in accordance with our Privacy Policy. #J-18808-Ljbffr