Renewals Sales Representative
Role Overview
Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Renewal ISR to contribute to the success of our rapidly growing business.
As a Renewal Sales Representative, you will manage your designated portfolio, region, segment or customer base and take responsibility for:
Sales Revenue Ownership
- Own the renewal quota for your assigned country or region.
- Work proactively to maintain and increase revenue within existing accounts.
- Ensure attainment of all renewal targets and KPIs.
Channel Collaboration and Ownership
- Build strong relationships with distributor renewal teams and partners.
- Conduct regular meetings with distributors and partners to review renewals, proposals, feedback, and training needs.
- Proactively secure renewal opportunities by engaging directly with customers when needed.
- Educate partners and customers to support upsell, refresh, and trade-up initiatives.
Partner Contribution Focus Areas
- Collaborate with partners on renewal opportunities.
- Provide enablement and training to help partners leverage install base insights.
- Identify and drive promotions, refresh opportunities, and renewal-related upsells.
Internal Support and Cross-Functional Collaboration
- Act as a business partner to both channel and direct sales teams, supporting install base activities to drive increased revenue.
- Provide weekly forecasts to the central renewals team.
- Train colleagues on processes that support upsell and refresh targets.
- Proactively manage the renewal pipeline and support SFDC pipeline hygiene, including cleaning and profiling renewal data.
If you are the main Renewal Representative for the country
- Recommend actions to Country Managers and Channel Managers to ensure renewal targets are met on time.
- Provide weekly forecasts to central renewal management.
If you are part of a renewal team
- Collaborate effectively with team members and proactively share feedback to improve renewal performance.
- Provide accurate forecasts to the local renewal team leader.
Region or Country-Specific Responsibilities
- Distribute renewal opportunities quarterly to MAMs and NAMs.
- Support MAMs and NAMs on renewal opportunities below $10K.
- Validate renewal opportunities, amounts, and dates to maintain an accurate forecast.
- Remove decommissioned assets from the renewals database.
- Deliver quarterly renewal forecasts with weekly updates.
- Build accurate install base views to improve renewal visibility.
- Ensure renewal database accuracy regarding end-customer and install location.
- Regain lost renewals through targeted outreach.
- Perform SFDC and Oracle reconciliation to ensure alignment of bookings and closed/won opportunities.
- Own renewals and upsell promotions within your territory.
We Are Looking For
An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:
- Excellent written and verbal communication skills.
- Strong understanding of sales processes, ideally within a B2B environment.
- Previous experience in sales renewals is an advantage.
- High attention to detail and comfort working in a data-driven environment.
- Customer-focused, proactive, self-motivated, and a strong team player.
- Analytical mindset with the ability to manage multiple priorities effectively.
Why Join Us
At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.
We will only notify shortlisted candidates.
Fortinet will not entertain any unsolicited resumes; please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any agency submit resumes to Fortinet, these resumes, if considered, will be assumed to have been provided free of any related fees or charges.
