What You’ll Do (aka Responsibilities)
- Maintain a regular and consistent cadence of outreach with our customer base to ensure on-going customer engagement and high customer retention.
- Uncover upsell business opportunities through open-ended questioning, product knowledge and consistent outreach, including Azul Business Reviews.
- Coordinate Azul resources to ensure the highest level of customer engagement including sales, SE, Customer Success, and Support.
- Constantly monitor customer engagement and health scores to understand customer satisfaction and renewal intent.
- Develop customer quotes, manage customer data and renewal opportunities within Salesforce.com
- Familiar with white glove to digital renewals process.
- Understand and support our pricing & discounting practices for renewals and implement those practices to increase customer retention and decrease our annual contract value churn.
- Provide weekly renewals and churn forecasts, including communicating with executive team regarding the status of renewals and suggestions on mitigation of risk or maximizing customer retention.
- Maintain up-to-date knowledge of Azul competitive positioning in the marketplace
What You’ll Bring (aka Experience, Skills Education)
- BA/BS or equivalent preferred
- 5+ years successful renewal sales or sales experience
- Experience selling to IT departments, IT management is preferred.
- Experience inSalesForce.comwith opportunity management, maintaining and building pipeline, setting follow up tasks, running reports, and forecasting the renewals business
- Strong written and verbal communication skills and be able to clearly and effectively articulate Azul’s value and business practices
- Organized, detail and process oriented
- Self-starter with the ability to work effectively in a team environment
- Manage multiple tasks and use good judgment in resolving difficult issues
- Ability to coordinate Azul cross department resources to execute a complex sales strategy and retain customers
