Senior Renewals Manager
vor 3 Wochen
The Salesforce Senior Renewal Manager is responsible for owning and executing a large portfolio of renewal contracts in an assigned territory for the MuleSoft business at Salesforce. Senior Renewal Managers are responsible for creating strategic partnerships with internal team members such as Sales and Customer Success & Growth (CSG) organizations to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and passing their findings and insights back to the business. Senior Renewal Managers are responsible for ensuring that their customers are set up for success while increasing the financial results for Salesforce.
We are looking for a Senior Renewals Manager to join our growing team who will build strategic relationships with Sales, Customer Success, Finance and Operations in order to minimize attrition, accurately forecast risk and drive customer success. The Senior Renewal Manager is responsible for owning and driving a large portfolio of renewal contracts in an assigned territory for the MuleSoft business at Salesforce. You will be responsible for identifying and analyzing risk during the Customer contract term by engaging with Customers and internal collaborators to resolve the underlying issue while optimizing the financial outcome, maintaining accurate forecasts and driving customer success, while adhering to all Salesforce policies.
RESPONSIBILITIES:
Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and enhancing customer trust.
Partner with Account Executives to fully understand and develop a clear renewal strategy for each customer based on data driven decisions
Improve account growth opportunities by playing an collaborative role on the account team and helping to drive incremental opportunities upon contract renewal.
Own, drive and manage the renewals process in collaboration with the account team.
Collaborate with internal resources such as Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, Legal, and Sales and Revenue Operations to develop comprehensive 'win' strategies
Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.
Provide executive management with complete awareness of renewals and solicit executive involvement as required.
Accurately maintain/update a rolling 120 day forecast of renewals in your territory and ensuring any uncovered risk is clearly communicated in order to develop resolution strategies .
Follow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
Adopt new initiatives and programs pro-actively and act as a subject matter expert and mentor to other members of the extended team
Engage in strategic account planning with key partners at AVP, RVP level to ensure accountability across teams. Acts as a Renewals brand ambassador.
Achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons
REQUIRED SKILLS/EXPERIENCE:
Demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.
Strong negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level.
Strong process management, financial savvy, and adherence to policy
Strong customer management skills, including soft skills. Ability to demonstrate a strategic attitude to enable persuasive conversations with customers
Ability to react and adapt to potential rapid shifts in priorities and organizational policies
DESIRED SKILLS/EXPERIENCE:
Knowledge of Salesforce.com product and platform features, capabilities, and best use
Experience negotiating complex multi-year services contracts.
Experience with enterprise CRM or customer service applications (particularly salesforce.com), experience selling or renewing integration software
Ability to manage transactions through different stages using technology.
Experience negotiating complex multi-year services contracts
Willingness and desire to take on additional tasks or pilot projects that are beneficial to the department or to the organization
Completion of a negotiation skills course would be an asset
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