Business Development Executive, Renewals
Application Deadline: 6 June 2025
Department: Sales
Employment Type: Full Time
Location: Swansea, UK
Reporting To: SSA Manager, EMPAC
Description
Responsible for nurturing renewals of existing SSA customer portfolios, growing accounts, and identifying, qualifying, and driving new business opportunities across a dedicated region, aligned with the SANS brand, values, and mission.
Key Responsibilities
Account Management
* Conduct regular Customer Account Reviews.
* Establish, strengthen, and maintain positive relationships with former, current, and new customers through effective communication.
* Generate customer contracts annually and on time, introducing additional products.
* Collaborate with SSA, SANS, and marketing teams to map accounts, distribute leads, qualify opportunities, and support sales channels.
Business Development
* Qualify incoming leads for Tier 2–4 accounts.
* Maintain regular contact with Tier 2–4 customers to ensure timely renewals.
* Proactively assess customer needs and recommend solutions to maximize value.
* Maintain accurate records within CRM (Salesforce) and other data systems like Tableau.
* Monitor upcoming renewals, identify potential difficulties, and escalate as needed.
* Prepare and follow up on demand generation campaigns for existing Tier 2–4 accounts.
* Coordinate with stakeholders to align solutions with customer requirements.
* Identify expansion opportunities for upselling and cross-selling, managing these through to closure.
* Stay updated on Cyber Security trends and translate them into customer solutions.
Event Success Activities (Tier 2–4 Accounts)
* Promote SANS products and events via social media.
* Engage with Tier 2–4 customers regarding specific events.
* Maintain pipeline for event-specific activities.
* Conduct invite calls to VIPs for events.
* Implement tactical promotion and escalation tactics as needed.
Delegate Calls/Meetings
* Respond to delegate feedback.
* Contact previous delegates.
* Attend SANS events and support operational teams.
Other Responsibilities
* Achieve targets and KPIs.
* Manage invoicing and debt processes.
* Maintain data accuracy in Salesforce and other systems.
* Provide excellent customer service.
* Perform administrative tasks as needed.
* Promote the SANS brand within the Cyber Security community.
* Perform additional tasks as directed.
Skills, Knowledge, and Expertise
Essential Skills
* Bachelor’s degree or equivalent experience.
* At least 2 years in sales, preferably renewals.
* Minimum 3 years in a customer-facing role.
* Autonomous and team-oriented work skills.
* Positive, customer-focused attitude.
* Account management experience.
* Ability to meet KPIs and targets.
* Strong influencing and negotiation skills.
* Resilience under pressure.
* Excellent interpersonal and presentation skills.
* Ability to manage change and prioritize tasks.
* Proficiency in Microsoft Office and social media platforms like LinkedIn.
* Experience with collaborative tools such as Dropbox and Smartsheet.
* Strong organizational and strategic planning skills.
* Effective communication across cultural boundaries.
* Willingness to travel for events.
* Ability to plan, forecast, and report sales activities.
* High attention to detail in Salesforce and contracts.
Desirable Skills
* Experience with SaaS and LMS platforms.
* Knowledge of Cyber Security sector and training.
* Cyber Security qualifications.
* Experience with Salesforce and renewal processes.
* Familiarity with sales methodologies like MEDPIC.
* Process improvement mindset, with experience in AI applications.
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