Description
The Renewals Manager is responsible for owning and executing a portfolio of renewal contracts in an assigned territory.
They will partner with internal stakeholders such as Sales, Customer Success, Finance and Operations to secure every renewal. The Renewals Manager is responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and providing insights to the business that improve future outcomes.
Responsibilities:
- Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing customer trust.
- Partner with Account Executives and Sales leadership to fully understand and develop a clear renewal strategy for each customer based on data driven decisions
- Identify customer requirements, perform detailed forensic analysis, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.
- Collaborate closely with Sales, Customer Success, Finance, Pricing, Legal, Product and the Renewals team to streamline the resolution process including notifications and approvals
- Provide renewals management with regular status updates, concise summaries of highly complex issues and accurate transparency to forecasted attrition and advance as needed.
- Accurately maintain/update a rolling 120 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, Quotations and Forecasting
Required Skills/Experience:
- Proven success in a Renewals, Operations, Commercial, Sales or Account Management capacity.
- Strong analytical background with proven problem-solving skills.
- Demonstrated success working at a detailed level with cross-functional teams and customers to build compelling cases and drive consensus
- Excellent negotiation skills.
- Highly effective communication skills and capable of explaining sophisticated situations clearly and credibly across all functions and levels of the organization.
- Fluent in German language in addition to English
Desired Skills/Experience:
- Additional language to English: French or German
- Knowledge of salesforce.com product and platform features.
- Experience negotiating complex multi-year contracts.
- Willingness and desire to take on additional tasks or pilot projects that are beneficial to the department or to the organization
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