Senior Renewals Manager

at Salesforce in Chicago, Illinois, United States

Job Description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

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.

A Renewals Manager is responsible for crafting strategic partnerships with internal partners such as the Sales and Customer Success & Growth (CSG) organizations to secure every renewal. They also drive team success by minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing on findings/insights back to the business. Renewal Managers are responsible for ensuring that their customers are set up for success while optimizing financial outcomes.

Responsibilities

Develop and implement win/win negotiation strategies for medium and large account contract renewals that improve 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

Collaborate with internal resources such as Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, Legal, and Sales and Revenue Operations to develop comprehensive 'win' strategies

Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.

Accurately maintain and update a rolling 120 day forecast of renewals in a territory and ensure any uncovered risk is clearly communicated in order to develop resolution strategies

Implement standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting

Achieve financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons

Preferred Skills

Knowledge of salesforce.com product and platform features and capabilities

Ability to analyze data to formulate commercial recommendations.

Familiar with enterprise CRM applications

Experience negotiating complex multi-year contracts

Willingness and desire to seek additional tasks or pilot projects that are useful to the department and/or organization

Required Skills

Proven experience in a Sales, Operations, or Account Management capacity with a focus on negotiating contracts

Strong negotiation and objection-handling skills that allow for value-based contract negotiations at the CXO level.

Strong process management, financial savvy, and adherence to policy

Display strong collaboration skills, including the ability to influence

Ability to react and adapt to potential rapid shifts in priorities and organizational policies

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