Specialist, Contract Management

3 weeks ago

Mississauga, Canada BELL BUSINESS MARKETS Full time

Req Id: 410151

At Bell, we do more than build world-class networks, develop innovative services and create original multiplatform media content - we advance how Canadians connect with each other and the world.

If you’re ready to bring game-changing ideas to life and join a community that values professional growth and employee wellness, we want you on the Bell team.

Our Bell Business Markets team enables the digital transformation of businesses and governments nationwide through solutions in areas including Internet and private networks, voice and unified communications, contact centre, security, Internet of Things, data centre and cloud. We’re proud to be Canada’s leading provider of broadband network and communication services for businesses and governments.

**Summary**:
The Infrastructure Services Operations Team is the product management and delivery arm that supports Bell Business Markets customers on hardware and software solutions that includes quoting, ordering, and billing. Our team members have a strong applied knowledge and understanding of IS products and services. The Renewal Manager role is a quota-carrying role that collaborates with Sales and external Partners on the renewal of all Software Subscription including Smartnet and Bell branded (Bellnet) maintenance offerings for a defined set of accounts.

Renewal managers work collaboratively to develop a holistic view of customer renewal requirements and objectives to define a strategy for on-time renewals. Renewal managers possess strong knowledge of negotiation strategies and orchestrates cross-functional resources to secure every renewal, minimizing risk and annual recurring revenue attrition.

The Infrastructure Services Operations Team is a dynamic business unit that is ever evolving to address customer and market demands. The team collaborates with Product Management, Sales, and IT teams to respond to real time customer impacts. The Operations Team is a mix of management and unionized staff members that have specific functions that support the quote to cash lifecycle.

**What do you need to be successful in this role?**:

- Ability to strive in a dynamic and autonomous work environment, meeting the day-to-day challenges as they come up based on customer requirements
- Always looking for areas to improve specifically in the customer experience and contract renewal motion within the customer lifecycle
- Assertive and professional
- Attention to detail - ability to track requests, manage customer expectations, and work with internal stakeholders to guarantee best in class customer experience

**Key Responsibilities**:

- Accountable for owning and executing a portfolio of renewal contracts of hardware, software and services across an assigned customer account
- Owns, executes renewal contracts for products and services on medium-sized accounts with moderate complexity
- Work with customer executives, partners and vendor teams to develop a holistic, deep view of customer requirements and objectives and define a strategy to drive renewals to on
- Interpret and utilize install base data to produce a rolling 365 day forecast and accurate renewal list by customer on a quarterly and annual basis and drive that information into the sales motions
- Develop and action strategic account plans and opportunity plans for new or low share accounts and submits opportunity utilizing Bell tools while delivering relevant business case information to key stakeholders
- Builds total contract opportunities and financial models for the purpose of presenting to client’s senior financial staff
- Cultivate a proactive, efficient relationship and partner with the client’s technical leads and decision-makers
- Articulate Bell’s value proposition and competitive differentiator to key decision makers
- Responsible for executive presentations to discuss the health of the territory and report on the progress of sales activities
- Achieve sales objectives including quota and productivity requirements and other key performance indicators
- Works in and develops an expertise in Bell proprietary tools (pricing tools, Unified Database, etc.) as well as vendor owned tools (Cisco Commerce Workspace, Cisco Commerce Workspace-Renewals etc.)
- Work closely with Bell Sales team to co-ordinate and broadly support the quote-to-cash IS lifecycle

**Critical Qualifications**:

- Bachelor’s degree preferably in Business, engineering, computer science or Communications. Post graduate degree preferred
- 3-5 years of previous related experience with 1 to 2+ years of sales experience in the information technology industry, specifically in areas such as, consulting, service delivery management, sales, and partner management
- 3+ years of experience with subscription and software offers
- Industry certifications preferred (e.g. ITIL, PMP, COBIT, Six Sigma)
- Comprehensive knowledge of Cisco services portfolio, which include Advanced Services and Technical Services, are necess

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