Symantec Director - Revenue Lifecycle Management in Blanchardstown, Ireland
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 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.
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
10+ Years of renewal related sales experience
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
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.