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Renewal Account Specialist

4 weeks ago

Sydney, Australia ServiceNow Full time

**Company Description**
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

**Job Description** What you get to do in this role**:

- Manage a book of digital renewals as the primary or secondary driver in close alignment with the Digital Sales Representative.
- Develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from ServiceNow.
- Engage independently in customer conversations around renewal timing, pricing, legal, and general customer needs.
- Identify customer needs and demonstrate account management capabilities to guide renewal closure.
- Maintain an understanding of ServiceNow licensing models to provide both sales and customer assistance in licensing discussions.
- Monitor customer health metrics to identify risks. Develop risk mitigation strategies and guide appropriate actions with partner teams.
- Own renewal forecasting cadence and opportunity management and ensure forecast is accurate and escalate risk as needed.
- Connect with customers on multi-year contracts to ensure continued engagement and customer value realization.
- Present renewal proposal(s) and customer options and notify customer of upcoming contract expiration.
- Work with Legal, Deals Desk, and Sales Operations to resolve complex issues regarding approval and finalization of executable OF.

**Qualifications** To be successful in this role you must have**:

- 2+ years in a direct sales or sales development role; experience with renewal sales and/or account management a plus.
- Experience building relationships with peers and partners.
- Excellent customer management skills; including sales, account management, and customer service.
- Personal initiative to identify areas of process improvement and efficiency.
- A self-starter with an appetite to jump headfirst into problem-solving and quick to adapt and learn new processes and tools
- Highly organized and proficient at time management. You can juggle multiple priorities at once.
- Strong work ethic and quota achievement.
- Expertise with a SaaS model focused on enterprise software is preferred.

FD21
**Additional Information**
ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

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