Riverbed Technology, Inc.

  • Renewals Sales Representative

    Job Locations AU-NS-Sydney
    Req No.
    Tech Support
  • Company Overview

    With a powerful combination of Digital Experience, Cloud Networking, and Cloud Edge solutions, Riverbed – The Digital Performance Company –  provides a modern IT architecture for the digital enterprise, delivering new levels of operational agility and visibility, while dramatically accelerating business performance and outcomes. As businesses transform digitally and experiment with new technologies, they partner with Riverbed to push boundaries, increase performance, and rethink possible.


    Riverbed is a pre-IPO opportunity with over $1 billion in revenue and 30,000+ customers – including 98% of the Fortune 100 and 100% of the Forbes Global 100.

    About this Position

    Senior Support Renewals Inside Sales Representative –ANZ



    The Senior Support Renewals Inside Sales Representative manages and sells Riverbed software maintenance renewals in Asia pacific region. This role facilitates renewals through Riverbed channel partners, Riverbed’s sales force and direct to Riverbed customers. The Support Sales Rep will manage and maintain Maintenance & Support contracts while growing support revenues through renewing, up-selling and reinstating such contracts.


    Responsibilities include:

    • Preparation of renewal quotes for maintenance contracts within 90 - 120 days prior to expiration and book orders as they are received.
    • Review and interpretation of contractual terms and conditions. Proposed creative deal structures and lead pricing negotiations
    • Validation of customer asset lists
    • Contact and follow-up with customers and partners to ensure timely maintenance renewal.
    • Understand product, systems and processes to assist in selling maintenance renewals. Ensuring contractor/partner/customer awareness and understanding of applicable product elements.
    • Assist customers with any product discrepancies in their install base to include license reconciliations and audits.
    • Manage customer requests for contract merges, transfers and licenses purges.
    • Field inbound calls from various sources and work to understand and satisfy the request.
    • 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.
    • Collaborate with marketing, support, sales management, product management and account management to facilitate new programs, messages, campaigns, and offerings.
    • Ensure reporting and communications is frequent and bi-directional.


    Job Requirements:

    • 5+ year previous experience in sales, specifically software maintenance renewals, is preferred.
    • 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.
    • Account planning experience and involvement in the alignment of sales, channel, professional services and training teams around renewal events.
    • Ability to forecast maintenance bookings and a strong desire and willingness to learn.
    • Apt ability to multi-tasker and juggle priorities to facilitate on-time Maintenance & Support Renewals. Experience structuring deals and excel at creative problem solving.
    • Excellent organizational skills with the ability to take initiative and work proactively with minimal supervision.
    • Must possess excellent customer service skills with an orientation towards helping the customers.
    • Strong working knowledge of Microsoft Office, Oracle and Salesforce.com applications is desired.
    • Basic understanding of telecommunications, networking and IP technology solutions is preferred.
    • Bachelor’s Degree or Equivalent Work Experience



    About Riverbed

    If you are a high-achiever who wants to be part of a dynamically growing, billion dollar plus company, then you should look closely at Riverbed.  We offer the rewarding experience of working with the best minds in the industry that are changing the world through cutting edge technology and applications. The company has been recognized multiple years for attracting and retaining today’s top talent as a great place to work by Glassdoor, Fortune magazine’s 20 Great Workplaces in Tech and by numerous other publications.


    Learn more at www.riverbed.com. 


    Riverbed is proud to be an affirmative action (AA) and equal employment opportunities (EEO) employer.  All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.




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