Renewal Specialist

Job Summary

NetApp is seeking a Renewal Specialist to join our team! The Renewal Specialist is responsible for managing the install base of existing customers, focusing primarily on retention and expanding the customer base throughout the asset lifecycle. The role aligns with GTM strategies and initiatives to increase revenue from customer retention (install base) sales and achieve KPIs related to tech refresh, add-on, and renewals sales.

Job Requirements

- Negotiate all aspects of renewal contracts and develop strategies to maximize contract value while enhancing customer relationships
- Position the value of and upsell the services portfolio
- Identify customer needs and demonstrate account management skills to guide renewal closure
- Maintain understanding of NetApp licensing and consumption models to assist in licensing discussions
- Partner with Customer Success to monitor customer health metrics and identify risks
- Develop renewal risk mitigation strategies and coordinate actions with partner teams
- Provide regular and accurate updates on renewal stage progression to management and escalate when needed
- Be accountable for renewals forecast and maintain a detailed opportunity pipeline for the assigned district
- Engage customers in discussions about renewal readiness, timing, and general needs
- Collaborate with Customer Success and connect with customers on multi-year contracts to ensure ongoing engagement and value realization
- Present renewal proposals and options to customers and notify them of upcoming contract expirations
- Lead the quote-to-close process ensuring quote quality and timeliness
- Work with Field Sales, Services, Quoting, and Excellence teams to resolve complex renewal issues
- US citizenship and US residency required for Federal and SLED positions
- Partner with Customer Success to review customer value achievement and promote product adoption and high usage

Skills, Competencies, & Requirements

- Aptitude and readiness for learning and understanding new technologies
- Creativity in problem-solving and good customer service skills
- Ability to understand and communicate technical solutions and selling concepts
- Strong ability to use data and insights to drive win/win outcomes
- Has strong communication and organizational skills
- Interacts and collaborates with cross functional teams across time zones and cultures
- Intermediate skills in Excel to manage and structure data
- Experience with Salesforce, PowerBi, Tableau, PPT, Teams, Zoom
- Willing and able to bring order to scenarios where complexity and ambiguity exists