Specialist, Customer Acquisition (EA Renewals Specialist)

1. Act as the primary point of contact for customers during the renewal process, building trust and setting the foundation for a long-term customer relationship.

2. Effectively convert renewal leads into opportunities and revenue pipeline by qualifying them against various criteria, e.g., BANT (Budget, Authority, Need, and Timeline).

3. Engage with small and medium-sized businesses across industries, company sizes, and types to determine their needs and identify upsell and cross-sell opportunities.

4. Understand customers' current licensing position, leveraging cloud technologies to secure customer wins while maximizing upsell and cross-sell opportunities, collaborating with Solution Specialists and other stakeholders as needed.

5.Support the renewal process by engaging and coordinating multiple stakeholders (PCM, TCM, CE) aligned to customer needs, ensuring renewals are closed on time.

6. Demonstrate the value proposition of the solutions, helping customers envision their future with these technologies.

7. Be able to address competitive offerings and solutions in the context of customer needs and experiences.

8. Leverage social, digital, video, chat, phone, and demonstration environments to effectively reach, sell to, and manage customers.

9. Accountable for maintaining accurate data hygiene in all required tools and trackers (e.g., see Appendix 1 for the list of tools).

10. Meet and exceed targets for net-new revenue and sales pipeline; accurately forecast sales, pipeline, and usage for the products and solutions in scope; maintain high daily activity levels of approximately 60–90 activities per day.

Agreement Type | Contacts per Year

• EA and large Open/OV/OVS agreements (>$100K): 200–400 renewal customers