Riverbed Technology, Inc.

  • Senior Support Renewals Inside Sales Representative – Americas

    Job Locations US-San Francisco | US-CA-Sunnyvale
    Req No.
    2018-4647
    Category
    Other
  • Company Overview

    Location: San Francisco, CA or Sunnyvale, CA

     

    Riverbed, The Digital Performance Company, enables organizations to maximize digital performance across every aspect of their business, allowing customers to rethink possible. Riverbed’s unified and integrated Digital Performance Platform, brings together a powerful combination of Digital Experience, Cloud Networking and Cloud Edge solutions that provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and dramatically accelerating business performance and outcomes. At more than $1 billion in annual revenue, Riverbed’s 30,000+ customers include 98% of the Fortune 100 and 100% of the Forbes Global 100. Learn more at www.riverbed.com

     

    With over 2,000 employees globally, Riverbed offers the rewarding experience of working with some of the smartest, most passionate, and nicest people in the industry who are changing the world through cutting edge technology and applications. Each of us is committed to delivering the strategies, architectures and technologies that our partners and customers need to control, optimize and have visibility into their networks and applications.

     

    The Senior Support Renewals Inside Sales Representative manages and sells Riverbed software maintenance renewals in North America. This role facilitates renewals through Riverbed channel partners, Riverbed’s sales force and direct to Riverbed customers. The Support Sales Rep will manage and maintain Maintenance & Support contracts while growing support revenues through renewing, up-selling and reinstating such contracts.

     

    Responsibilities include:

    • Preparation of renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are received.
    • Review and interpretation of contractual terms and conditions. Proposed creative deal structures and lead pricing negotiations
    • Validation of customer asset lists
    • Contact and follow-up with customers and partners to ensure timely maintenance renewal.
    • Understand product, systems and processes to assist in selling maintenance renewals. Ensuring contractor/partner/customer awareness and understanding of applicable product elements.
    • Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
    • Manage customer requests for contract merges, transfers and licenses purges.
    • Field inbound calls from various sources and work to understand and satisfy the request.
    • Partner with field sales to save any potentially lost maintenance renewal.
    • Track contract non-renewal including reasons for cancellation.
    • Prepare forecasts of maintenance renewal bookings within a 10% accuracy rate.
    • Timely resolution of backlog in assigned territory.
    • Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
    • Ensure reporting and communications is frequent and bi-directional.

     

     

     

    Job Requirements:

    • 5+ year previous experience in sales, specifically software maintenance renewals, is preferred.
    • Must thrive in a quota driven environment.
    • Must have the ability to negotiate and up-sell maintenance offerings and build relationships both internally and externally.
    • Account planning experience and involvement in the alignment of sales, channel, professional services and training teams around renewal events.
    • Ability to forecast maintenance bookings and a strong desire and willingness to learn.
    • Apt ability to multi-tasker and juggle priorities to facilitate on-time Maintenance & Support Renewals. Experience structuring deals and excel at creative problem solving.

     

     

     

     

    Why Riverbed Technology?

    If you are a high-achiever who wants to be part of a dynamically growing, billion dollar plus company, then you should look closely at Riverbed.  We offer the rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. The company has been recognized multiple years for attracting and retaining today’s top talent as a great place to work by Glassdoor, Fortune magazine’s 20 Great Workplaces in Tech and by numerous other publications.

     

    Learn more at www.riverbed.com

     

    Riverbed is proud to be an affirmative action (AA) and equal employment opportunities (EEO) employer.  All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

     

     

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