Symantec Director - Revenue Lifecycle Management in Blanchardstown, Ireland

Company Overview

Symantec was founded in 1982 by visionary computer scientists. The company has evolved to become one of the world’s largest software companies with more than 18,500 employees in more than 50 countries. Symantec is the world’s leading cyber security company, helping organizations, governments and people secure their most important data wherever it lives. Organizations across the world look to Symantec for strategic, integrated solutions to defend against sophisticated attacks across endpoints, cloud and infrastructure.

At Symantec, we recognize that every opening in our company is a chance to increase Symantec's competitive advantage and we are willing to invest in you in order to win. Symantec is an equal opportunity employer. All candidates for employment will be considered without regard to race, colour, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.

The Role

The Director, Renewals Lifecycle Management will act as an overlay to support and drive customer retention and growth (renewals, additive sells, and cross sells) across our renewals sales organization with primary focus on managing the sales motions our external vendor(s) providing renewal sales support. In this role, you will serve as the point person for ensuring our outsourced renewals maintain a consistent and global standard designed to maximize renewal rates and yield for each customer. You will have deep knowledge and expertise on product, process, GTM strategy, competitive insights and will help to develop, deliver and drive our strategic initiatives for Symantec’s outsourced renewals business. Beyond owning the external vendor relationship, you will develop strong relationships and work closely with supporting teams including Product Management, Order to Cash, Sales Ops, Vendor Organization(s), Channel, Inside and Field Sales.

The primary goal of this position is to drive higher execution and reduce costs associated with our external renewal engagements.

Responsibilities

  • Deliver against quota(s) and cost goals by directly supporting the renewals sales organization to sell product/renewals across through the outsourced partner within the defined territory/business segment

  • Analyze and determine opportunities for driving increased performance along with reducing costs

  • Develop, drive, and deliver the desired results against our strategic initiatives and campaigns along with identify areas for driving increased bookings and results

  • Maintain an accurate overlaying forecast of business opportunities and bookings in your assigned territory business segment

  • Renewal’s Vendor Management

    • Devise and Own Globally Consistent Engagement Model with Vendor(s) in the Recurring Revenue Space (local exceptions to be recorded/shared)

    • Develop and Deploy Sales Programs into Vendor

    • Monthly Business Objectives and Reviews

    • Quarterly Business Review with Vendors (in Symantec Leadership)

    • Vendor Scorecard Reporting (Global and Theatre Specific)

    • Regular Contract/Commercial Review – look for opportunities for ongoing commercial amendment

    • Document and Manage Vendor against Terms/Rules of Engagement

    • Execution against agreed business case, revenue and cost expectations – held accountable for global recurring revenue quotas across Vendor(s)

    • Identify cost saving and/or revenue generations opportunities for Vendor(s)

    • Global Escalation Point of Contact for Business into Vendor(s)

  • Best Practices & Global Consistency

    • Process Review/Redesign of Renewals Teams and their engagement with other applicable Symantec Business Function

    • Global Sales Enablement Oversight

    • R-180 Evolution, Deployment & Management into Vendor and Local In-House Renewals Teams

    • Member of Renewals/Customer Care Leadership Team with responsibility Recurring Revenue Programs and Vendor Management

  • Global Campaigns Management

    • Develop and Deploy Sales Campaigns into Vendor and Local In-House Renewals Teams that are complimentary/supportive of Symantec customer growth strategies

    • Cross-sell and Upsell Campaign Management & Reporting into Vendor and Local In-House Renewals Teams

  • Recurring Revenue Reporting/Visibility

    • Customer Churn/Recurring Revenue QBRs into Symantec Product Leadership

    • Renewal Matters Newsletter/Communications

  • Be a thought leader, trusted advisor and spokesperson for Symantec Renewals and its revenue lifecycle management both internally within Symantec and externally with our customers and channel partners

Qualifications and Education Requirements

  • Proven ability to be key part of a high-performance team – strong personal sales capabilities, account management and channel management experience across all business segments

  • Ability, motivation and desire to leverage your own skills and knowledge to enable, support and drive the success of a broader sales team

  • University degree required, higher level education preferred (MBA or equivalent)

  • Highly competitive that is both goal and achievement oriented – also focused on supporting peers

  • Confidence to become a thought leader and expert in your area with the creativity to develop, drive and take ownership of key initiatives that will deliver successful results for the business

  • Desire to achieve retention and sales results with a focus across the entire Symantec Cloud services opportunity set

  • Must be able to self-manage and effectively work without daily supervision. Ability to influence people to elicit high quality output and work in a fast-paced environment

  • Effective verbal and written communication skills with a proven ability to build out strong business relationships

  • Customer focused mentality whilst being assertive, confident, organized and persistent

  • Develop an ability to effectively articulate the value of Symantec’s Product and Service offerings

  • Negotiation skills and ability to effectively handle objections within complex Enterprise Organizations

  • Self-motivated – proven track record of exceeding bookings targets in a service sales environment (preferred)

  • Proven ability in Enterprise customer / Partner account planning and sales execution

Preferred Skills

  • 10+ Years of renewal related sales experience

  • Vendor Management

  • Ability to travel Globally w/ up to 25% travel

  • 5+ Years of 2nd line management experience

  • Familiarity with large data sets & reports and the ability to provide analysis and actions from the reviews

  • Proficiency in technology and CRM (or ability to quickly learn these proficiencies)

  • Proficient in the use of E-Learning tools, development and implementation

  • Proficiency with MS Excel, Word, Power Point, Project, Visio, Outlook, SharePoint

  • Outstanding verbal, written and presentation skills are a must

  • Strong interpersonal skills

  • Previous experience in a sales or renewals quota carrying role

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Symantec is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.

Relentlessly protect the world’s information. Make a difference at Symantec. Across the globe, we are an ‘essential’ partner to both consumers and businesses of all sizes. We combine our talents, our brains, and our creative energy to reinforce our place as a world-class technical community.

Our most critical asset at Symantec is the talent we hire - you! We look for people who have a desire to excel and reflect our values: Innovation, Action, Customer-Driven, and Trust. We recognize that every opening in our company is a chance to increase Symantec's competitive advantage, and we are willing to invest in you in order to win.

Symantec is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.

Symantec will respond to requests for reasonable accommodations to assist you in applying for positions at Symantec, or to submit a resume. If you need to request an accommodation, please contact HR Service Exchange at https://symantec.service-now.com/hrp/ .

EEO is the Law. Applicants and employees of Symantec Corporation are protected under Federal law from discrimination. Click here at http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf to find out more.