Director, Renewals

Location: North Sydney, Australia

Role Overview

This role leads, directs, partners and improves the on-time renewal rate (OTRR) of recurring revenue and growth of annualized recurring revenue (ARR) across all customers within the ANZ region using a globally consistent strategy aligned with the other Renewals regions. In addition to sales planning, this position will accurately forecast, deliver quota and lead a team of Renewal Managers and people leaders.

Key Responsibilities

Accountable for the overall Renewals recurring revenue and growth across all customers within the assigned region/segment.

Renew, up-sell and close on-time contracts in assigned territory or customer segment.

Align with the Sales segment theatres, ensuring customer objectives are met, recurring revenue opportunities are closed, risks and expansion points identified. Partner closely with CX Renewals Specialist leadership to drive increased renewal rates for Cisco BE’s, while driving competitive differentiation.

Build deep relationships with customer executives and partners to understand objectives and accelerate their path to value.

Utilize data and insights from the Customer Success Executive and cross-functional resources to co-create the customer renewal sales strategy with the account team; play a key role in developing the integrated account plan and success plan.

Conduct quarterly onsite visits with specific customers, partners and account teams to ensure continued satisfaction.

Partner with CPS (Customer & Partner Services) to build and execute best-in-class processes around install base reconciliation, customer validation and sustained governance with customer, partners & Cisco.

Drive adoption of new metrics: ATR, RR, OTR, ARR, IARR across the organization.

Accountable for financial performance with focus on exceeding bookings goal and Renewal Rate targets (by geography, architecture and vertical) while managing OPEX targets and forecast accuracy with in-depth knowledge of customer insights, macro/micro trends, consumption models and deal timelines.

Accountable for team development including attraction, development, and retention of talent as well as career development, coaching and performance management.

Minimum Requirements

• Leadership Experience: Proven experience leading, managing, and developing teams of managers and high-performing sales professionals.
• Renewals & Sales Expertise: Extensive experience in managing recurring revenue, closing renewals, and driving up-sell opportunities in a complex B2B environment.
• Financial Acumen: Demonstrated ability to accurately forecast revenue, manage OPEX (Operational Expenses) targets, and deliver against aggressive sales quotas.
• Regional Knowledge: Deep understanding of the ANZ market, including local business dynamics and customer landscapes.
• Strategic Planning: Ability to develop and execute integrated account plans and renewal sales strategies in alignment with broader sales segment theatres.
• Relationship Management: Proven track record of building and maintaining deep relationships with customer executives and strategic partners.

Additional Requirements

Technical Proficiency: Deep knowledge of Cisco’s core Business Entities (BEs) including CX (Customer Experience), Applications, Collaboration, Enterprise Networking, Data Center, and Service Providers (SP).

Advanced Strategic Planning: Experience in cross-functional collaboration to co-create customer success plans and leverage data-driven insights.

Process Excellence: Experience in driving best-in-class processes for install base reconciliation, customer validation, and sustained governance.

Metric Adoption: Experience in driving the adoption of complex metrics such as ATR (Available To Renew), RR (Readiness Review), OTR (On Time Renewals), and IARR (Incremental Annual Recurring Revenue).

Consumption Models: Deep understanding of modern consumption models, macro/micro economic trends, and their impact on deal timelines

Why Cisco?

At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.

We are Cisco, and our power starts with you.

Additional Locations: Adelaide, Australia, Canberra, Australia, Melbourne, Australia, Sydney, Australia, Wellington, New Zealand, Auckland, New Zealand, Brisbane, Australia, Perth, Australia