Inside Sales Specialist - Renewal & Subscription (Job Req #2025-130)

Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you.

The Inside Sales Specialist – Renewal & Subscription Sales (RSS) position is a blended role comprised of customer success & inside sales responsibilities. The RSS team is focused on achieving their team quota as well as working in partnership with our Regional Sales Managers and Inside Sales team members, to help achieve annual team sales targets. Each RSS member must possess a hybrid skill set. This role requires strong attention to detail to build renewals, search asset lists and prepare lengthy proposals. It also requires a high level of confidence and professionalism to be customer-facing and sell our extended coverage program and subscription-based products.

Adhering to the principles of the ‘Ross Way to Sell’, the RSS team contributes and drives recurring revenue sales as well as subscription, SAAS and cloud product sales, to ensure long-term customer success with all our product offerings. This role will amplify the focus on customer loyalty as a high priority, to ensure long-term customer success rates.

Who you report to: Manager, Inside Sales - Renewal & Subscription

What we offer

Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best.

Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, development support and a ton of fun social activities and events!

Best of all, you will be part of the Ross Video family, and we’ve got an energizing environment here.

What the job is all about:

• Prepare the renewal proposals and notifications, including contacting end users/Business Partners directly to discuss renewal and/or subscription contracts.
• Refining renewal strategies that proactively engage a client to renew year after year.
• Handle inbound, unsolicited prospect calls and convert them into sales.
• Make outbound follow-up contact with existing customers via telephone and e-mail to determine customer satisfaction, cross-sell and up-sell opportunities.
• Advise and assist business partners, system integrators and clients concerning our RossCare extended coverage program and Ross products with subscription-based sales models.
• Emphasize new version features and benefits, prepare quotes, and discuss terms.
• Identify decision makers within targeted leads to begin sales process.
• Overcome objections of prospective customers with customer success mindset.
• Work collaboratively with Regional Sales Managers to determine and implement opportunity specific sales approaches guided by the Ross Way To Sell.
• Manage the day-to-day activities to support the sales efforts within several identified sales territories, including preparing quotes and providing guidance to re-sellers, system integrators and clients to facilitate the purchase of Ross subscription products and RossCare extended coverage program.
• Manage monthly pipeline review activities to ensure accurate Territory forecasting.
• Ensure customer order flow by following the clean order criteria.
• Maintain accurate customer data, ensure follow-through of opportunities by completing requests, documenting activity, and setting up reminders for next steps within Salesforce.com
• Assist in resolution of customer issues regarding equipment, supplies, and services.
• Proactively manage key sales campaigns identified in the annual territory plan.
• Prepare and present quarterly sales reports showing sales volume, potential upcoming sales, and areas of proposed recurring revenue expansion.
• Maintain and expand the company’s database of prospects by entering new customer data and updating changes to existing accounts in the corporate CRM.
• Assist in creating RFP responses.
• Escalating customer pain points to Ross’ Technical Support teams to ensure customers are supported.
• Forecasting trends and suggestions on how those trends can enhance retention rates on our subscription-based products.
• Set up and deliver sales presentations, product/service demonstrations, and other sales activities.
• Assisting in coordination and liaison with other departments.
• Monitors and evaluates the activities and products of the competition including reviewing articles in trade publications to keep abreast of technological developments.
• Where necessary, support efforts at trade shows, exhibits, and other events.

Who you are:

• University degree in Business Administration, or related discipline and/or equivalent work experience
• 2 years’ experience in a customer-facing environment, and at least 1 year of experience in a complex sales environment, ideally in Inside Sales or Customer Success.
• Demonstrated experience in opportunity qualification, pre-call planning, call control, account development, and time management.
• Demonstrated ability to build and maintain lasting relationships with customers and partners.
• Experience in sales forecasting and pipeline management.
• Well-developed communication and presentation skills, both in-person and virtually,
• Experience with customer relationship management (CRM) software such as Salesforce.com to produce quotes.
• Strong problem identification and objection resolution skills.
• Ability to work in a fast paced, dynamic environment while learning complex new concepts.
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Desire to constructively contribute to a team environment.
• Bilingualism in English and French, or another language applicable to the region is considered an asset.
• High commitment to customer success and satisfaction.
• Extremely detail orientated.
• Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events.

Equity, Diversity & Inclusion
At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross!  We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.