Head of Renewals, APAC

Company Description

As the world’s leading vendor of Cyber Security facing the most sophisticated threats and attacks, we’ve assembled a global team of the most driven, creative, and innovative people. At Check Point, our employees are redefining the security landscape by meeting our customers’ real-time needs and providing our cutting-edge technologies and services to an ever-growing customer base.

Check Point Software Technologies has been recognized by Forbes as one of the World’s Best Places to Work four years in a row (2020-2023), ranking among the top 50 companies across the globe in the IT category. Check Point has also been named to Forbes’ list of World’s Top Female-Friendly Companies. If you want to make the world a safer place and join an award-winning company culture – you belong with us.

About the Role

Check Point is looking for a Sales Leader to lead our Renewal Sales organization to ensure growth and retention of existing customer accounts and acquire new customers. The incumbent will be responsible for managing a team of sales professionals, developing strategic initiatives to drive renewal revenue, recruiting new customers and maintaining high levels of customer satisfaction.

The ideal candidate will possess a strong background in sales leadership, account management, and a proven ability to build long-lasting relationships with clients while achieving sales goals.

The incumbent will be part of the Asia Pacific Leadership team and a key contributor towards business growth and strategy in the cybersecurity industry. Join us and be part of our success story!

Job Description

The Head of Renewals Sales, APAC is responsible for leading Check Point's APAC Renewals business and delivering renewal performance across both Assigned and Unassigned accounts.

This leader owns the regional renewal number and is accountable for Renewal Rate, Gross Revenue Retention (GRR), forecast accuracy, revenue retention, and quarterly business execution. They provide leadership across both Check Point employees and an outsourced vendor (OV) organization that owns the renewal motion for Unassigned accounts.

Success in this role requires balancing three priorities simultaneously:

• Delivering strong renewal performance.
• Building a high-performing partnership with the OV.
• Earning the trust and confidence of APAC Sales and Channel leadership as Check Point continues the evolution of its Assigned and Unassigned coverage model.

The Head of Renewals Sales, APAC is expected to operate as a business leader, transformation leader, and people leader. They will drive accountability, improve renewal outcomes, modernize renewal operations, strengthen sales partnerships, and build a world-class renewal organization capable of proactively protecting and growing recurring revenue across the region.

Key Responsibilities

1. Own the APAC Renewal Business

• Own overall APAC renewal performance, including Renewal Rate, GRR, forecast accuracy, and quarterly business execution.
• Lead assigned, unassigned, partner-led, and distributor-led renewal motions.
• Drive proactive customer engagement throughout the renewal lifecycle.
• Lead forecast reviews, business reviews, risk reviews, and deal inspections.
• Partner closely with APAC Sales Leadership to improve customer retention and reduce ARR leakage.
• Support identification of upsell and cross-sell opportunities while partnering with Sales on larger expansion opportunities.

2. Lead Outsourced Vendor (OV) Performance and Unassigned Renewals

• Own the performance of the OV responsible for Unassigned renewals.
• Establish and manage a clear operating model, governance framework, and performance scorecard for the OV.
• Lead recurring business reviews with the OV ensuring achievement of renewal, retention, productivity, forecasting, and customer experience objectives.
• Hold the OV accountable for business outcomes rather than activity metrics alone.
• Drive continuous improvement in processes, coverage, customer engagement, forecasting, and productivity.
• Act as the executive point of contact between Check Point and the OV.
• Ensure alignment between Assigned and Unassigned renewal motions to create a consistent customer and field experience.

3. Improve Renewal Rate and Reduce ARR Risk

• Establish a proactive renewal risk management culture.
• Ensure high-risk opportunities receive executive visibility and action plans.
• Improve early identification of retention risk through data, analytics, AI-driven insights, and customer engagement.
• Drive disciplined forecasting and renewal management processes.
• Serve as an escalation point for critical customer, partner, and commercial situations.
• Improve predictability and consistency of renewal outcomes across the region.

4. Build Credibility with Sales and Channel Leadership

• Develop strong partnerships with Regional Directors, Sales Leaders, Account Managers, and Channel leaders across APAC.
• Establish Renewals as a trusted and respected business partner.
• Build confidence in the Assigned/Unassigned coverage model through transparency, execution excellence, and measurable business outcomes.
• Drive alignment around account ownership, renewal strategy, forecasting, and risk management.
• Provide executive-level insight into renewal risks, opportunities, and business trends.

5. Lead Channel and Distributor Renewal Strategy

• Partner with distributors and channel partners to improve renewal execution and customer retention.
• Drive operational excellence across partner-led and distributor-led renewal motions.
• Improve visibility, accountability, and forecasting within indirect renewal channels.
• Identify opportunities to simplify partner engagement and improve customer outcomes.

6. Transform and Develop the Organization

• Build a culture of accountability, ownership, and high performance.
• Coach and develop managers and individual contributors.
• Recruit, retain, and develop top talent.
• Simplify renewal processes and eliminate unnecessary complexity.
• Drive adoption of AI, automation, and modern renewal operating practices.
• Foster a culture of continuous improvement, innovation, and customer focus.

Key Success Measures

Business Outcomes

• Renewal Rate
• Gross Revenue Retention (GRR)
• Forecast Accuracy
• ARR Retention
• Renewal Productivity

Outsourced Vendor Outcomes

• OV attainment versus target
• OV forecast accuracy
• OV productivity and coverage effectiveness
• Customer engagement quality
• Operational SLA achievement

Strategic Outcomes

• Improved trust and partnership with APAC Sales Leadership
• Successful adoption of the Assigned/Unassigned model
• Stronger channel and distributor renewal performance
• Increased automation and operational efficiency
• Improved retention and reduced ARR leakage

Qualifications

• Bachelor’s degree in business or related field
• Minimum 15 years of relevant experience, with at least 3-5 years in a leadership role; preferably in a renewal or subscription-based environment
• Customer-focused mindset with the ability to build long-lasting relationships
• Culturally sensitive with strong collaboration skills working internationally and within a dynamic, matrix environment
• Proven track record of driving sales growth, exceeding targets, and developing diverse, high-performing sales teams
• Good understanding of Security fundamentals is preferred and familiarity with Cloud as well as network architecture would be a plus