**Key Responsibility**
**Responsibilities / Job Duties**
In this role, the primary responsibilities will include (but are not limited to):
- Meet/exceed quarterly and annual budgets; drive recurring revenue growth in the region.
- Maintain a pulse on all renewals in given territory 150+ days in advance of expiration and through to closure, including but not limited to, understanding of current risk, key stakeholders, the potential for platform migration, account activity including license deals in process, the opportunity for expansion or revenue growth.
- Accurate forecasting of recurring revenue/bookings in the quarter and in out quarters, both verbally to management and through regular systematic updates.
- Awareness of at-risk renewals (predictive churn/attrition) and orchestration of remediation plans to address the issue(s)
- Secure Purchase Orders / Service Orders for each renewal prior to the expiration of the existing term.
- Manage renewals according to Genesys Key Performance Indicators which monitor the wellness of the business.
- Understand, predict, and manage effects on recurring revenue across customers’ journeys to migrate from one platform to another.
- Manage indirect renewals according to Genesys KPI’s as well as Partner KPI results and when necessary, work with Partners on areas that require improvement.
- Engage with customers and partners, in close alignment with Genesys Advisors and Partner Success Managers, to educate on the value of their ongoing support/subscription.
- Align and sell renewal offerings that address business outcomes in accordance with the Customer/Partner Success Plan
- Manage renewal negotiations according to Genesys renewal best practices and disciplines
- Ensure existing contract terms and conditions are in with the renewal quote and negotiation. Be familiar with existing customer terms and leverage opportunities to maximize revenue accordingly.
- Maintain strong knowledge of the Genesys Customer Success values and commit to delivering an exceptional customer experience across all interactions.
- Ability to articulate and sell value around Customer Success offerings and identify upsell opportunities for incremental growth through adoption of add-on service elements throughout the customer lifecycle (ie: upsell).
- Work cross-functionally to drive accelerated renewal negotiations as necessary: Quoting Specialists, Sales, Legal, Deal Desk, Finance Operations/Collections Professional Services, Customer Care, License and Entitlement, Partner Program representation, etc.
- Remain familiar with Genesys buying/licensing rules; validate customer entitlement (correct inventories) on-premise quotes to avoid licensing discrepancies.
- Validate usage reports and historical trending, in concert with Genesys Advisor and account teams, to drive expansion and upsell opportunities at the time of renewal.
- Follow escalation procedures as documented; abide by DAP.
- Outbound Programs, e.g. Compliance, Reclamations
**Required Qualifications**
- 3 years+ selling and closing experience with software or software maintenance
- Graduate degree in BA/BS
- Language skills: English and Italian. Spanish would be a bonus.
- Sense of accountability, fortitude, and tenacity to achieve results
- Superior active listening skills
- Excellent objection-handling, conflict management, and negotiating abilities
- Strong collaboration skills and ability to work alongside multiple team members
- Strong time-management and organization skills
- Ability to multi-task and manage multiple streams of work simultaneously
- Excellent written and verbal communication skills
- Ability to effectively communicate with internal stakeholders
- Highly persuasive
- Highly resourceful when need to overcome barriers and objections
- Proven record of meeting/exceeding established goals
- Ability to communicate with all levels within customer/prospect’s organization
- Enterprise software or contact center industry experience(s) a plus
**Skills and Competences**:
Functional skill
- Understands and executes a successful recurring renewal management practice - takes ownership to secure and grow recurring revenue through renewals across premise, cloud and subscription platforms.
How we Think
- Customer Focus - Building strong customer relationships and delivering customer-centric solutions
- Decision quality - Making good and timely decisions that keep the organization moving forward
- Balancing the needs of multiples stakeholders - Anticipating and balancing the needs of multiple stakeholders
- Strategic Mindset - Seeing ahead of future possibilities and translating them into breakthrough strategies. Thinking forward and demonstrating thought leadership in CX domain and customer business needs
How we Own It
- Ensures Accountability - Holding self and others accountable to meet commitments
- Action-oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm