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