Manager, Renewals

**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**:
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