at Salesforce in Chicago, Illinois, United States
Job Description
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Job CategoryCustomer Success
Job Details
About Salesforce
We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.
We are looking for a Senior Renewals Manager - Mulesoft to join our growing team! This individual will build strategic relationships with Sales, Customer Success, Finance and Operations in order to minimize attrition, accurately forecast risk and drive customer success.
A Senior Renewal Manager- Mulesoft is responsible for owning and executing a large portfolio of renewal contracts in an assigned territory for the MuleSoft business at Salesforce. Senior Renewal Managers are responsible for creating strategic partnerships with internal stakeholders such as Sales and Customer Success & Growth (CSG) organizations to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and passing their findings and insights back to the business. Senior Renewal Managers are responsible for ensuring that their customers are set up for success while maximizing the financial results for Salesforce.
Responsibilities:
Own, drive and manage the renewals process in collaboration with the account team
Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing customer trust
Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal
Provide accurate 90 day rolling forecasts for your assigned renewal region through accurate maintenance of renewal opportunities
Leverage existing processes and reporting as well as performing detailed forensic analysis (usage and contract) for early identification of potential attrition
Be the expert and provide mentorship to the extended team on efficient resolutions
Work closely with Sales, Customer Success, Finance, Pricing, Legal, and the Renewals team to streamline the resolution process including notifications and approvals
Responsible for creation of replacement contracts and detailed quotes with approvals.
Provide renewals management with regular status updates, concise summaries of highly sophisticated issues and accurate transparency to forecasted attrition and escalate as needed
Minimum Requirements:
7+ years of demonstrated success in Sales, Renewals, Operations or Account Management
Ability to work at a detailed level with multiple cross-functional internal collaborators as well as the customer to build a case and drive consensus
Strong process management, financial acumen, and ability to apply strict policies.
Strong analytical background with shown problem-solving skills
Highly effective interpersonal skills and capable of explaining sophisticated situations clearly and credibly across all functions and levels of the organization
Bachelors degree
Preferred Requirements:
Experience with Salesforce.com CRM, Salesforce Reporting capabilities and Excel
Experience working with a large global sales organization
Experience negotiating complex multi-year service contracts
Willingness and desire to take on additional tasks or pilot projects that are beneficial to the department or to the organization
Completion of negotiation skills courses would be an asset
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