Principal Renewals Manager

Role Overview

• Develop and execute win/win negotiation strategies for medium and large account contract renewals that maximize 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
• Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal.
• Own, drive and manage the renewals process in collaboration with the account team.
• Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals.
• 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 visibility to renewals and solicit executive involvement as required.
• Accurately maintain/update a rolling 365 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 best practices 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 stakeholders 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

Requirements

• 8+ or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.
• Exceptional negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level.
• Strong Customer engagement skills
• Strong process management, financial acumen, and adherence to policy
• Ability to react and adapt to potential rapid shifts in priorities and organizational policies
• Experience with salesforce.com required
• Bachelor's Degree

Tech Stack

• React
• SFDC

Benefits

• time off programs
• medical
• dental
• vision
• mental health support
• paid parental leave
• life and disability insurance
• 401(k)
• employee stock purchasing program