Manager, Renewals

3 weeks ago

Melbourne, Australia Salesforce Full time

**Job Category **:Customer Success Group

**Job Details**:
The Salesforce Manager Renewals, is responsible for leading a team of 4-5 renewal professionals dedicated to protecting and growing revenues in their designated territory. We are responsible for the day-to-day management of team activities, identifying and forecasting attrition risk, design and execution of renewals strategy in territory and working with leaders in Sales and Customer Success.

**Responsibilities**:

- Lead a team of 4-5 dedicated renewals professionals and support direct reports by participating and leading in client meetings and engaging other corporate resources as the need arises.
- Be a trusted advisor to Sales and Customer Success leadership in your territory and build a Monthly meeting cadence.
- Weekly forecast meetings with the team to drive forecasting excellence and accuracy.
- Develop and educate on standard process across the team and provide on-going mentoring and development of the team
- Develop and implement win/win negotiation strategies for all contract renewals within their team’s territory that increase contract value while protecting and improving customer trust.
- Increase 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.
- Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win win' strategies for renewals.
- Provide executive management with complete access to renewals and solicit executive involvement as required. Communicate risk clearly and take the lead in developing resolution strategies.
- Ensure that your team adheres to standard methodologies 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

**Required Skills/Experience**:

- 5-10 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
- Consistent track record of overachievement of quota and critical metrics
- Strong organizational, operational and analytical skills
- Demonstrated ability to effectively articulate the Salesforce value proposition
- Possess outstanding 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 mentor sessions.
- Excellent financial understanding, process and policy leadership skills
- Strong customer management skills including soft skills. Ability to demonstrate a strategic attitude to enable persuasive conversations with customers.

**Desired Skills/Experience**:

- Experience negotiating complex multi-year services contracts.
- Ability to manage transactions through different stages using technology.
- Possess solid negotiation skills that allow for value-based contract negotiations at the CXO level
- Experience negotiating complex multi-year services contracts

**Accommodations**:
**Posting Statement**:
At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce, Inc. and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce, Inc. and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce, Inc. and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce, Inc. or Salesforce.org.

Salesforce welcomes all.

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