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Maintenance Renewal (MR) Representative

Job ID 309959 Date posted 11/21/2017 Location: Dublin, IE

Maintenance Renewal (MR) Representative – UKI (United Kingdom and Ireland)






Role: Geo Level / Area assigned

Career Path: Sales



JOB SUMMARY

Renewals

  1. Coverage of SUSE software maintenance renewals (MR) for UKI (United Kingdom and Ireland) region.
  2. Build relationships and negotiate with existing customers, being the 'go to' account manager for customers and partners.
  3. Prepare quotes, review due dates and administer full recovery of existing maintenance contracts.
  4. Work to bring in MR revenue personally with direct contact to our customers, but also leverage the field sales team and our partners to help bring in timely renewal revenue.
  5. Conducting sales interactions with such accounts via telephone or over the Web to close identified renewals business. This will involve strong negotiation of pricing and spotting opportunities to up-sell.
  6. You will require good sales experience and be able to follow a sales process, overcome objections and find solutions to those objections thus maximising the revenue stream to SUSE.
  7. Having a complete understanding of the status and acquisition of all possible customer renewals from the assigned list of accounts.
  8. In order to compete for the position the candidate needs to be business minded with strong communication, negotiation skills, sales acumen and high energy.
  9. Work closely with the product team to give feedback on ways to improve retention.
  10. Working also with the field sales team, other MR reps in your regions and our partners whose quotas may overlap with yours, to bring in timely renewal revenue.
  11. To train up and become a sales expert on the key products and become an advocate within the team. You will require an understanding of and be able to articulate to the customer the constantly evolving technology and its application to a customer's business problem.






RESPONSIBILITIES and PERFORMANCE EXPECTATIONS

  1. 100% attainment of quota.
  2. Attainment of Key Performance Indicators and Success Metrics
  3. Understand with and comply with all required SUSE and Micro Focus programs, processes and systems.




ORGANIZATIONAL RELATIONSHIPS

  1. You will work closely with the field sales team who are based in country.
  2. You will report to the MR Sales Manager.


REPORTING RELATIONSHIPS

The Maintenance Renewal Rep reports to the MR Sales Manager.

OTHER

Limited travel required.





COMPETENCIES AND PERSONAL CONTEXT

  1. Good sales ability and training
  2. Business Acumen.
  3. Ability to deal with complex issues.
  4. Ability to deal with administration work while prioritising your revenue attainment.
  5. Experience in a large IT multinational is desired.
  6. Software sales/renewals experience an advantage.
  7. An ability to deal with and effect change on an ongoing basis.

COMPETENCIES

Core Competencies         

Partner/Customer Focus

Results Orientation   

Organisational Impact

Interpersonal Effectiveness

Self Management      

Career Competencies

Account Management

Business Development          

Client Relationship Management

Contract Management

Sales Execution

Candidate Profile:

  1. Experience within the IT sector and multilingual environment; language fluency (native) English is required. Second language is an advantage.
  2. Ability to understand evolving technology and its application to a customer's business problems or projects.
  3. Customer focused; People orientated and delivers exceptional customer service;
  4. Sales oriented; Strong communication, negotiation and selling skills; solution selling; Ability to consult with customers on solutions. Strongly motivated by success and target driven.
  5. Team oriented; Ability to work well with both internal/external (partner) teams; good communication; Articulates professionally in both verbal and written communication.
  6. Self motivated; Works well on own initiative.
  7. Experience within call centres also desired.

Our Offer:

  1. A challenging, varied and exciting job within a global operating company.
  2. An international corporate culture, which is shaped by innovation, performance-orientation, openness and teamwork.
  3. An attractive salary & commission and benefits package.
  4. An appealing and extensive career development program, which offers varied potential for development.
  5. Flat hierarchies and strong project teams combined with an international network.
  6. Good promotional prospects within a large and varied organisation.



About SUSE

SUSE, a pioneer in open source software, provides reliable, interoperable Linux, cloud infrastructure and storage solutions that give enterprises greater control and flexibility. More than 20 years of engineering excellence, exceptional service and an unrivaled partner ecosystem power the products and support that help our customers manage complexity, reduce cost, and confidently deliver mission-critical services. SUSE is also an active member of many open source communities, such as the openSUSE Project, OpenStack, Ceph, OpenNFV, OpenHPC, and more, to help drive collaboration among global communities to help solve some of the world’s most challenging technology issues.

At SUSE, we set challenging goals for ourselves, then work to meet, and often exceed them. How far can you go with extraordinary colleagues at your side?

For more information, visit www.suse.com

Location: Dublin, IE Position Type Full-Time/Regular

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