Renewals Specialist | Melb, Syd, Cbr

About Tesserent

Tesserent is a full-service cybersecurity solutions provider. We partner with clients across Australia and New Zealand in the protection of their digital assets. With offices across Australia and New Zealand, we partner with clients to provide a full suite of cybersecurity services. Our mission is to be the sovereign cybersecurity provider of choice for the protection of Australia and New Zealand’s digital assets.

Partnering with over 1,400 mid-sized to enterprise, government, and critical infrastructure clients, Tesserent delivers comprehensive, tailored solutions to prevent, detect and mitigate potential cyber-attacks. We have deep expertise in security advisory (GRC) and consulting, technical assurance and testing, cloud services, 24x7 managed services and monitoring, incident response and forensics and converged/physical security.

In 2023 Tesserent was acquired by Thales, becoming Tesserent | Cyber Solutions by Thales. Our integration further solidifies our position in the Australian and New Zealand cyber security landscapes as trusted delivery partners and sector thought leaders, with the global backing of the multinational support of Thales.

Our Values

Role Overview

The renewals specialist in our Critical Product Controls team plays a critical role in managing the overall day to day renewal operations for Australia and NZ. Ideally, we are looking for someone who is comfortable with a high volume of administration tasks (creating quotes) as well as a strong sales focus, experienced at calling on customers on behalf of the sales organisation to help upsell/cross sell additional licences/modules and renewals.

Additionally, with a focus on growth, you will have excellent communication and negotiation skills to work with our key Vendor partners and our sales organization. The ability to position our other services lines for example Professional and Managed services, follow up leads from marketing campaigns and work towards achieving retention and growth targets.

It’s a busy, high-volume role, you will not be bored.

This role is for an absolute team player to join an existing vibrant collaborative team.  We welcome ideas and innovation in this team, and we have each other’s back.  

Accountabilities

• Responsible for creating all renewal quotes
• Regular Cadence with Vendors and Distribution partners Working with sales organisation to upsell/cross sell additional modules/licences and renewals
• Forecasting, reporting and analysis
• Deal re-engineering, margin analysis, understanding of Partner agreements, incumbency rules and competitive landscape
• Outbound calls to follow up on renewals in collaboration with Sales organisation.
• Training on Vendor products and certifications as well as attending Vendor events.
• Process improvement and implementation on renewal systems
• Meet sales targets

Competencies

Technical Skills

• Advanced Microsoft Office Suite – Excel, Word PowerPoint
• Advanced Salesforce including reporting and forecasting

Business Skills

• Strong attention to detail
• Ability to manage multiple stakeholders (Sales & Vendors)
• Proven experience with channel/partner sales models and associated renewal and upsell motions
• Consistent track record of achieving goals and targets
• Ability to learn new technology quickly, as well as adapt to changing needs
• Experience selling to technology and procurement professionals within a customer facing environment
• Excellent communication skills: the ability to build cross-functional relationships
• Strong organizational and analytical skills; the ability to work on many projects concurrently
• Attend trade and customer events where relevant
• Complete Vendor certifications as required

Leadership Skills

• Ability to negotiate both internal and external
• Reporting and Analysis – weekly forecasts

Interpersonal & Intrapersonal Skills

• Self-motivated and Proactive – bring your ideas!
• Ability to work independently as well as contribute positively to virtual teams.
• Problem resolution mindset
• Excellent customer service skills, with the ability to deliver the right outcome
• Aptitude for sales, you are engaging, resilient and driven
• Clear, concise and confident in your written and verbal communication
• Strong multitasking, organisational and prioritisation skills
• Thrive and enjoy working under pressure and in a fast-paced environment
• Exceptional attention to detail, you understand customers’ needs and requirements
• A solution focused mind
• Ability to work well in a team and autonomously
• Bring your passion for technology

Knowledge, Skills & Experience

• Minimum 2 years’ experience in a sales administration or customer-focused support role, in an ICT environment.
• Effective negotiation and problem-resolution skills to achieve positive outcomes
• Demonstration of IT/Cyber product knowledge
• Effective oral & written communication skills to ensure clear and accurate communication with all stakeholders.
• Analytical skills for deal review and reporting
• Strong numerical skills
• Commercial focus