Senior Customer Renewals Sales (SLED)

Responsibilities

• Assigned 25-35 Opportunities each month — those are a mix of “Conversion only” Opps (perpetual licenses needing to be converted), “Mixed” Opps (existing subscription renewals needing to be renewed + perpetual licenses needing to be converted), and some “Renewals only” Opps (existing subscription renewals needing to be renewed).
• Renew and/or Convert customers to either like-for-like Modules or to Platform (OSH/SWO-SaaS/Flex SKU/DBSH/ITSM) — you’ll be focused largely on OSH-convertible perpetual Modules needing to be converted (formerly, our Orion suite – ie, NPM, NTA, NCM, IPAM, UDT, VNQM, SAM, etc) with some Database / Service Desk / DameWare / Tools intertwined in your deals.
• At all times, you’ll be looking / assigned pipeline three months forward BUT also expected to work two-three months back. For example, today our Conversion/Renewals Sales teams are working deals lapsing in March ’26 deals that lapsed back in October.
• Goal is to maintain a healthy balance of two metrics as you work your deals — your Gross Price Increase Multiple (GPIM) and Gross Retention Rate (GRR) — in order to maximize your Net Price Increase Multiple (NPIM) across your book of business. You’ll be gunning for a Flat Available Target (GRR x GPIM = 1 NPIM) and a Net Price Increase Multiple Target (GRR x GPIM = 1.4 NPIM).
• First round of touches (to get a response) is worked out of OUTREACH. Once a customer responds, you’ll start working out of your OUTLOOK/SFDC Plug-In to register Activities from Outlook to SFDC (where you’ll work your book of business). Full cycle sales role, so you’ll be working your book of business from beginning to end (Closed/Won or Closed/Lost).

Qualifications

• 2–3 years of proven software sales experience, preferably in SaaS or IT infrastructure solutions.
• A strong understanding of IT infrastructure, incident management, and DevOps/SRE practices is a plus.
• Excellent English communication skills, both spoken and written.
• Proficiency in Salesforce CRM.
• Ability to work independently, manage time effectively, and drive results in a fast-paced environment.
• Bachelor’s degree in Business, IT, or related field preferred.
• Excellent communicator and negotiator, comfortable influencing across multiple stakeholders/ cross functions.
• Must be able to thrive in a fast-paced, ever-changing environment.
• Strong business acumen, critical thinking, and problem-solving.
• Champion customer experience, quality, and technical excellence.
• Experienced in the software industry with knowledge of different licensing models, including on-premises, subscription, and SaaS.