Negotiate all facets of contract renewals using commercial judgment.
Identify customer needs and demonstrate strong account management capabilities to drive on-time renewal closure.
Engage decision makers to identify customer requirements, budget, key stakeholders, approval processes, and uncover roadblocks.
Develop and deliver win/win negotiation strategies that maximise contract value while protecting and enhancing the customer relationship and the value they are realising from Asana.
Maintain and report an accurate rolling 150-day forecast. Analyze renewal data to identify trends.
Document all renewal steps, in accordance with Renewal Guidelines, clearly in SFDC/Clari systems.
Manage the quote-to-close processes for all renewals within an assigned territory. Create and negotiate strategic pricing and packaging proposals.
Effectively defend against competitive pressures and articulate Asana’s differentiating factors.
Identify risk early and navigate complex customer requests by effectively partnering with cross-functional groups such as Deal Desk, Sales Operations, Legal, Finance, Customer Success, and Sales Management to ensure customers realize value out of their investment in Asana.
Contribute to the design and implementation of efficient renewal processes, identifying and resolving inefficiencies.

At least 3-5 years Renewals Experience: A proven track record of success and quota achievement in a renewal sales or related role.
Customer Relationship Management: Exceptional ability to build and maintain strong customer relationships.
Communication Skills: Excellent verbal and written communication skills. Experienced in contract negotiations, value selling, discovery, and closing.
Analytical Skills: Maintain a forecast and have an analytical mindset to analyze data and identify trends.
Problem-solving Skills: Ability to identify and resolve issues related to renewals.
Knowledge of Asana Products: Familiarity with work management and the Asana platform.
Proficiency in relevant tools: Experience with quoting systems, contracting tools, and subscription management systems.
Understanding of ARR and Renewals: A deep understanding of these concepts.
Approaches work with empathy and a creative, problem-solving mindset
Thrive in a continually evolving environment while balancing a book of business and customer satisfaction.

Renewal Manager

Key skills