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Senior Renewals Manager

4 months ago

Indianapolis, Indiana, United States Salesforce Full time
To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category
Customer Success

Job Details

About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.

A Renewals Manager is responsible for crafting strategic partnerships with internal partners such as the Sales and Customer Success & Growth (CSG) organizations to secure every renewal. They also drive team success by minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing on findings/insights back to the business. Renewal Managers are responsible for ensuring that their customers are set up for success while optimizing financial outcomes.

Responsibilities
  • Develop and implement win/win negotiation strategies for medium and large account contract renewals that improve 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
  • 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.
  • Accurately maintain and update a rolling 120 day forecast of renewals in a territory and ensure any uncovered risk is clearly communicated in order to develop resolution strategies
  • Implement standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
  • Achieve financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons
Preferred Skills
  • Knowledge of product and platform features and capabilities
  • Ability to analyze data to formulate commercial recommendations.
  • Familiar with enterprise CRM applications
  • Experience negotiating complex multi-year contracts
  • Willingness and desire to seek additional tasks or pilot projects that are useful to the department and/or organization
Required Skills
  • Proven experience in a Sales, Operations, or Account Management capacity with a 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
  • Display strong collaboration skills, including the ability to influence
  • Ability to react and adapt to potential rapid shifts in priorities and organizational policies
Accommodations

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