Manager of Emerging Renewals

At Sophos, we protect people from cybercrime by developing powerful and intuitive products and services that provide the world's most effective cybersecurity for organisations of any size.

The Sophos Global Renewals team is dedicated to ensuring every customer realises the value they receive by renewing and expanding our business partnership.

As a manager of emerging Renewals, you will lead a team of renewal representatives to achieve and exceed renewal rate and ACV business targets across multiple segments (commercial, mid-market and enterprise portfolio). Reporting to the Sales Director, Renewals, you will play a pivotal role in ensuring the ongoing retention and growth of our customer base across the Middle East region.

You will be a highly personal leader, with a strong focus on enabling, supporting, and coaching a team of renewals representatives. You will partner closely with the sales leadership team in the region whilst also being part of the EMEA renewals leadership team.

Accurately forecasting your business and being part of the renewals leadership team.

Your team will work collaboratively with the sales team and our extended sales team of external partners and distributors.

Team Leadership

• Lead and mentor a team of Renewals Representatives, providing sales leadership, guidance, coaching and accountability to achieve business targets.
• Recruit, develop, and retain high-performing team members through effective coaching, recognition, and career development.
• Lead performance management through individual learning plans, performance feedback, and career development discussions.
• Address performance concerns in a timely and appropriate manner by identifying leading indicators and partnering with relevant internal stakeholders to support improvement.
• Develop succession plans and workforce plans to ensure ongoing business continuity and future growth.

Strategic Planning, Retention and Expansion

• Collaborate with EMEA Renewals leadership and Sales counterparts to ensure effective alignment and execution of the joint sales motion.
• Contribute to regional revenue strategy, identifying opportunities to improve process, enhance revenue outcomes and build capability across the region
• Drive retention by identifying renewal risk and partnering with Customer Success, partners and distributors to proactively mitigate risk and maximize renewal rates
• Drive expansion by identifying upsell, cross-sell and growth opportunities throughout the renewal lifecycle across the existing customer base.

Customer and Partner Engagement

• Build and maintain strong relationships with key customers, partners, and distributors to support customer retention and growth objectives.
• Partner closely with regional Sales teams and the extended ecosystem of distributors and channel partners

Forecasting and Planning

• Deliver accurate weekly, monthly and quarterly forecasts.
• Effectively communicate forecast performance, risks, opportunities and action plans to senior leadership
• Demonstrated experience managing renewal pipelines, forecast governance, risk identification, and business reviews across multiple segments and territories.

Process Improvement

• Continuously evaluate and improve renewal processes to enhance efficiency and customer experience.
• Support the development and execution of automation initiatives that improve scalability and operational effectiveness.

What you will bring:

• Demonstrated success leading virtual teams with 5+ years of exceptional direct people leader experience
• Experience leading a renewal or inside sales team, processing both high volume / high value accounts.
• Degree in business, sales or marketing, or related field; or relevant work experience.
• Proven track record of sale attainment and people's leadership in a matrixed environment.
• Demonstrated success managing and growing renewals or sales teams with a heavy focus on recurring revenue / ARR.
• Strong understanding of subscription-based business models.
• Previous and proven leadership experience, including first line management experience.
• Excellent communication and negotiation skills.
• Languages are a plus, English – written and verbal – fluent; and another language would be beneficial
• Strong analytical and operational leadership skills with proven ability to leverage data, dashboards, and business insights to drive performance, forecast accuracy, retention outcomes, and team productivity
• Experience in cybersecurity is a plus.
• Highly collaborative, entrepreneur mindset who has the skills to build partnerships internally & externally
• Self-motivated and a have a burning desire to exceed targets with a commitment to excellence.
• Coachable, with a learning mindset and willingness to put team over self, sharing credit and acknowledging others
• An excellent communicator and collaborator, able to motivate and inspire others.