Sr. Sales Operations Specialist - Renewals (Mid-Atlantic)

GuidePoint Security provides trusted cybersecurity expertise, solutions and services that help organizations make better decisions and minimize risk. By taking a three-tiered, holistic approach for evaluating security posture and ecosystems, GuidePoint enables some of the nation’s top organizations, such as Fortune 500 companies and U.S. government agencies, to identify threats, optimize resources and integrate best-fit solutions that mitigate risk.

The Senior Sales Operations Renewals Specialist (Sr. Renewals SOS) is a valuable resource for Regional  Partners and Account Executives. In this role, the Sr. Renewals SOS is required to interact with manufacturing partners, internal business partners, and customers in a fast-paced support atmosphere.  Senior Sales Operations Renewals Specialists are a key contact of the customer’s ongoing business with  GuidePoint Security. The Sr. Renewals SOS must keep their finger on the pulse of all Renewal  Opportunities that they are responsible for in their region. Sr. Renewals SOS assist in managing  Salesforce.com so that it can provide accurate forecasting reports. 

Roles and Responsibilities: 

• Support the Sales Operations Leadership (SOL) team by fielding day to day questions from team  members and providing general support to the SOS team.  
• Assist Sales Directors and SOL with guiding new Account Executives through processes and  procedures at GPS.  
• Track and manage Renewals opportunities to ensure all renewals are delivered to customer 70-90  days before expiration date. 
• Support renewal business for larger/more strategic accounts as assigned 
• Use Salesforce.com to generate quotes, track opportunities and process orders. 
• Promptly respond to internal and external inquiries. 
• Suggest creative pricing and payment solutions, balancing customer needs and pricing policies 
• Assist Account Executives with identifying ways to increase profitability of renewals. 
• Serve as a liaison between customers, vendors, and GuidePoint outside Sales Executives. 
• Develop and retain knowledge of infosec products and industry as well as vendor resources. 
• Develop and maintain relationships with GuidePoint’s key vendors and customers. 
• Attend regional forecast calls and perform pipeline analysis to ensure forecast accuracy. 
• Leverage resources and relationships to bring value to customers. 
• Serve as a liaison between GuidePoint outside Account Executives, Purchasing, Accounting and  Contracts Departments to process and track requests and opportunities. 
• Work with the regional team to analyze information and make decisions that benefit GuidePoint  Security. 
• Demonstrate the ability to manage multiple tasks with shifting priorities and tight deadlines. 
• Work closely with other GuidePoint teams to better streamline processes and information as well  as ensuring customer deliverables.
• Other related duties to support the region as required and assigned. 
• Adhere to GuidePoint Security Core Values 

Required Experience: 

• Associate Degree or equivalent from two-year college or technical school preferred. 
• 5+ years in a customer service/sales support type role, with at least 1-2 year’s experience in the  IT industry. Renewals experience is a requirement. 
• Experience in Customer Relationship Management (CRM) software required. Experience with  SalesForce.com preferred. 
• Intermediate level experience with Microsoft Office and Internet Navigation. 
• Self-motivated with excellent prioritization and multitasking abilities. 
• Outstanding attention to detail and commitment to follow-through. 
• Technical sales/support and outbound calling experience required. 
• Ability to work well with a team. 
• Solid math skills with the ability to calculate margins/discounts, and percentages required. 
• Ability open to receive constructive feedback and apply it to improve results. 
• Demonstrates good judgment in analyzing information. 
• Strong written and verbal communication skills. 

Travel Requirements: 

• Up to 10% travel as needed 

Physical Requirements: 

• Sedentary work 
• Substantial movement of the wrists, hands, and/or fingers for a minimum of 8 hours per day 
• Required to have close visual acuity to view computer terminal and/or extensive reading for a  minimum of 8 hours a day

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