San Jose, California, United States
As Director of Global Renewals at Gigamon, I oversee a team of renewal representatives to ensure the timely and successful renewal of customer support contracts and licenses. With over 15 years of experience in renewals, my focus lies in driving customer retention, forecasting, and communication training while aligning with the overall organizational strategy. I collaborate with sales and business development teams to identify upsell and cross-sell opportunities and address customer needs. By prioritizing customer retention, I aim to foster long-term partnerships that enhance customer outcomes and align with Gigamon’s mission to deliver operational efficiencies and security solutions.
Responsible for leading the effort in renewing support in assigned regions. Direct hand on renewals responsibilities as well as a mentoring for other assigned team members. Managing, growing, and facilitating timely execution of the renewals business for an assigned group of renewals in alignment with the overall Renewals team strategy. Developing and maintaining a close and effective working relationship with field sales.Engaging directly with resellers to lead the renewals process and facilitate timely completion. Manage and improve internal renewals sales processes, systems and procedures
• Assist in the preparation of new customer proposals and contract renewals • Track and update activity and customer information in Salesforce.com • Research customer and past contract details • Accurately develop contract pricing within our pricing model • Generate reports to track renewal requirements and sales pipeline using Salesforce.com • Research/generate potential sales leads for new campaigns • Assist with the creation of tasks and campaigns in Salesforce.com • Miscellaneous administrative department duties as assigned
o Responsible for all of Canadian renewals. o Manage an average of 30/40 customer accounts per month while up selling Support offering. o Salvage lost and past due accounts bringing them current on support and subscription fees. o Negotiate renewal terms and conditions while working closely with legal and contracts departments. o Identify additional revenue opportunities for sales reps. o Work with Regional Account Managers on sensitive, problematic and strategic accounts