What are the responsibilities and job description for the Staff Renewals Representative - USA position at BMC Software?
The Staff Support Sales Representative role is responsible for managing and selling BMC software maintenance renewals. The Support Sales Rep will manage and maintain support contracts while growing support revenues through renewing, up-selling and reinstating maintenance support contracts.
Position Requirements
• Must thrive in a quota driven environment.
• Must have the ability to negotiate and up-sell maintenance offerings and build relationships both internally and externally.
• Must have excellent organizational skills with the ability to take initiative and work proactively with minimal supervision.
• Must have demonstrated ability to work independently as well as in a team environment.
• Must possess excellent customer service skills with an orientation towards helping the customers.
• Excellent oral and written communication skills and strong computer proficiency
• Knowledge and ability to forecast maintenance bookings and a strong desire and willingness to learn.
• Strong working knowledge of Microsoft Office, Oracle and Salesforce.com applications is desired.
• 2-3 year previous experience in sales, specifically software maintenance renewals, is preferred.
• Bachelor’s Degree or Equivalent Work Experience
Position Attributes
• Prepare renewal quotes for maintenance contracts within 90 - 120 days prior to expiration.
• Review and interpret contractual terms and conditions.
• Contact and follow-up with customers and partners to ensure timely maintenance renewal.
• Prepare order packet to submit for maintenance renewal processing and invoicing.
• Basic product understanding, system knowledge and processes to assist in selling maintenance renewals.
• Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
• Manage customer requests for contract merges, transfers and license purges.
• Partner with field sales to save any potentially lost maintenance renewal.
• Track contract non-renewal including reasons for cancellation.
• Prepare forecasts of maintenance renewal bookings within a 10% accuracy rate.
• Timely resolution of backlog in assigned territory, track cancellations to ensure accurate processing.
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Salary : $52,700 - $66,700
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