Senior Director, Renewals

Role Overview

• Lead one or multiple teams of dedicated renewals professionals
• Initiates and develops strong alignment with key stakeholders at the executive level in order to influence other teams to help to shape policy/process, identify gaps and proactively address them
• Support direct reports by participating and leading in client meetings and engaging other corporate resources as required
• Be a trusted advisor to Sales and Customer Success leadership in your territory
• Ongoing mentoring and development of Renewals team
• Build a Monthly meeting cadence with Sales and Customer Success leadership within your territory
• Weekly forecast meetings with the team to drive forecasting excellence and accuracy
• Develop and educate on best practice across the team
• Achieve or exceed attrition and uplift targets
• Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust
• Maximize account growth opportunities by ensuring that their team is playing an active role on the extended account team and helping to identify incremental opportunities upon contract renewal
• Own, drive and manage the renewals process in collaboration with internal stakeholders
• Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals
• Ensure that your team is effectively Identifying customer requirements, uncovering roadblocks, and demonstrating strong account management and commercial capabilities to drive their renewal events to on-time closure and customer success
• Provide executive management with complete visibility to renewals and solicit executive involvement as required
• Communicate risk clearly and take the lead in developing resolution strategies
• Accurately maintain and accurately forecast a rolling 120 day forecast of renewals in your territory
• Ensure that your team adheres to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
• Ensure your team achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons
• Develop your team or teams in terms of mentorship, knowledge, confidence and career paths, engage in regular 1:1’s with all employees in your team
• Assist in the annual renewal planning process for the team(s), including the calculation of annual renewal rates, term length and price increase targets

Requirements

• 20 or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts
• Previous experience of leading, developing and mentoring a team for success
• Proven track record of overachievement of quota and KPIs
• Strong organizational, operational and analytical skills
• Demonstrated ability to effectively articulate the Salesforce value proposition
• Possess exceptional negotiation skills that allow for value-based contract negotiations at the CXO level and be an effective mentor to pass these skills to your team via regular training and coaching sessions
• Excellent financial acumen, process and policy management skills
• Strong customer management skills including soft skills
• Ability to demonstrate a strategic mindset to enable persuasive conversations with customers
• Experience with salesforce.com essential
• Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
• Ability to work in a fast-paced and an often rapidly changing environment
• Bachelor's Degree
• Must be able to travel 3-5 times a year to attend team meetings

Tech Stack

• SFDC

Benefits

• Accommodations for reasonable accommodation requests in the application and recruiting process
• AI tools to help assess and evaluate candidate resumes and qualifications
• Equal opportunity employer
• Policy of non-discrimination with employees and applicants
• Workplace that’s inclusive and free from discrimination