Manager, Renewals

The Manager Renewals (Australia) will focus on General Business and play a key role in driving customer renewals and upsell business opportunities by qualifying and nurturing Zscaler's installed base in support of our rapidly growing business. Zscaler is a SaaS company operating in a high-growth market which leverages the Annual Recurring Revenue (ARR) model to fuel its growth. Come grow your career in the Cloud vertical by helping us enable our customers to achieve success.
The Manager Renewals (Australia) will take ownership of a team of agents and their defined areas, create & execute account strategies, and collaborate with Customer Success and Sales to close general business and enterprise-level deals for our award-winning Cloud-based Security-as-a-Service Platform.The ideal candidate will possess the intelligence and aptitude to position the benefits of an enterprise-grade transformational platform, as well as the strategic thinking and business acumen to drive a complex sales process. A strong track record of team management or senior renewals/sales rep success is a must.
This is a growing team, and the role will require a strong focus on team enablement, training, and culture development.Your path for success - our expectations of you within first 30/45 Days:

• Familiarize yourself with Zscaler's services and messaging and understand how we do things
• Learn and demonstrate a fundamental understanding of Zscaler's technology - and clearly articulate our capabilities and advantages
• Research and formalize a comprehensive team strategy, using all of the resources provided you (which include Customer Success, Sales, and Channel/Partner Alliance teams), for driving renewals with longer commitment, improved ARR, additional SKUs and other contract improvements

Within 60 Days

• Master Zscaler's messaging and value proposition
• Establish key strategy for the team to deliver quarterly/annual renewal revenue numbers
• Have a complete understanding of your team and territory they cover
• Create a plan for effectively onboarding, training, and enabling the team

Your path for success - our expectations of you within first 90 Days:

• Document renewals activities in Salesforce, prepare accurate reports and forecasts, manage pipeline and perform other tasks necessary to drive renewals revenue and communicate activities to renewals leadership
• Carry a quota (annual/quarterly) for Renewals and uplift/upsell revenue
• Manage all renewals and work with Customer Success to identify opportunities for increased ARR, including: quotes (with annual uplift/coterminous values), multi-year upsell, product cross-sells
• Deliver quarterly business reports to Sales Management on the health and engagement status of renewals
• Participate in calls into existing customers and channel partners, engaging in Zscaler value sell to maintain a strong renewals pipeline

What we expect from you:

• Highly motivated self-starter with competitive personality and strong attention to detail
• Exceptional oral and written communication skills, excellent listening skills, and a positive and energetic phone presence, to effectively transfer thoughts and ideas, influence others and gain support
• Fluency in Microsoft Office applications and CRM systems (preferably

) * Good understanding of Security fundamentals such as Firewalls, Proxies and Web Security Gateways

• Proven ability to learn new technology quickly, adapt to changing needs and utilize strong analytical skills
• Desire and ability to work as a team player in a fast-paced, goal-oriented high-growth environment
• You must be a proven high performer with a solid track record in managing sales or renewals
• Experience with ISP Channel partners and a solid understanding of a channel-centric go-to-market approach
• Our preference is a proven background of at least 1-2 years in SaaS renewals: either Internet and Security technologies (such as SWG, Sandboxing, Firewall, DLP, and VPNs) or Network transformation technologies (such as MPLS, SD-WAN or WAN Optimization). We would consider someone with a successful track record in SaaS sales.

What you can expect from us:

• An environment where you are selling cutting-edge technologies and architectures
• A fun, passionate and collaborative workplace
• Competitive salary and benefits, including equity
• The pace and excitement of working for a hyper-growth business

Education:

• Bachelor's degree in Business or related strongly preferred