Title:  Sr Director, Renewal

Company

NetApp (NASDAQ: NTAP) is the intelligent data infrastructure company combining unified data storage, integrated data services, and CloudOps solutions to turn a world of disruption into opportunity for every customer. NetApp creates silo-free infrastructure, then harnesses observability and AI, to enable the world’s best data management. No matter the data type, workload or environment, NetApp enables you to transform your data infrastructure to realize your business possibilities. NetApp helps customers become data-driven organizations and is strategically situated for the data centered, AI-powered era. With a long history of innovation in data storage, protection and management, NetApp is transforming to become the leader in intelligent data infrastructure combining hybrid, multi-cloud unified data storage with integrated data services and cloud operations and is well positioned to grow and scale. NetApp partners with the world’s biggest cloud companies, including Google Cloud, AWS, and Microsoft Azure. With these partners, they empower global organizations to unleash the full potential of their data to expand customer touchpoints, foster greater innovation, and optimize their operations.  
 
Headquartered in San Jose, NetApp has operations in more than 30 countries and approximately 12,000 employees across the globe. We have a culture where people feel empowered to make a difference and encouraged to question the status quo, are passionate about innovation and collaboration, and are committed to and care for each other, their customers, partners, and communities. Discover NetApp’s passion for helping organizations to change the world with data at https://www.netapp.com/.

Position

A Senior Director, Renewal Sales is responsible for driving renewal sales strategies, optimizing customer retention, and achieve sales target for a specified Geo. The ideal candidate will have a proven track record in sales leadership and a deep understanding of the renewal sales process. The span of control includes Renewal Sales Managers and individual contributor sellers. This role is accountable for the overall strategy and execution of install base management of the existing customers in the effort to retain (as primary focus) and grow customer base. 

Key Responsibilities

•    Work closely with Client Executives and CSM leadership to determine account install base (IB) strategy and identify and qualify Renewal opportunities;
•    Support Renewal Specialists Managers through forecasting, area-level reviews, and other development opportunities 
•    Maintain and grow Renewal rates  and in-quarter (IQRR) rates, discount rates,  tech refresh, keystones, cloud subscriptions etc.) and discount governance;
•    Establish profitable relationships with support organizations including quoting specialists, finance, sales, and partner managers
•    Manage to proper pipeline management across the geography to ensure pipeline progress and asset disposition for prior, current, and future quarter assets
•    Delivery accurate quarterly renewal bookings forecast
•    Attend customer/partner escalations related to Renewal sales and/or IB matters and engage with cross functional teams to seek resolution 

Key Qualifications

•    A minimum of 10 years' experience in the renewal or field sales role
•    A minimum of 10 years’ experience in people management and coaching, including remote/virtual management.
•    A minimum of 10 years' experience in managing P&L
•    Aptitude and readiness for learning and understanding new technologies.
•    Strong ability to use data to drive insights, and execute
•    Has strong executive-level communication and organizational skills 
•    Interacts and collaborates with cross functional teams across time zones and cultures