Develop and execute win/win negotiation strategies for medium and large account contract renewals that maximize 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
Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal.
Own, drive and manage the renewals process in collaboration with the account team.
Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals.
Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.
Provide executive management with complete visibility to renewals and solicit executive involvement as required.
Accurately maintain/update a rolling 365 day forecast of renewals in your territory and ensuring any uncovered risk is clearly communicated in order to develop resolution strategies
Follow and adhere to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
Adopt new initiatives and programs pro-actively and act as a subject matter expert and mentor to other members of the extended team
Engage in strategic account planning with key stakeholders at AVP, RVP level to ensure accountability across teams.
Acts as a Renewals brand ambassador.
Achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons

Requirements

8+ or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.
Exceptional negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level.
Strong Customer engagement skills
Strong process management, financial acumen, and adherence to policy
Ability to react and adapt to potential rapid shifts in priorities and organizational policies
Experience with salesforce.com required
Bachelor's Degree

Benefits

time off programs
medical
dental
vision
mental health support
paid parental leave
life and disability insurance
401(k)
employee stock purchasing program

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

negotiation strategiescontract renewalsaccount managementdata driven decisionsfinancial acumenprocess managementforecastingobjection handlingup-sellscross-sells

Soft Skills

customer engagementcollaborationstrategic planningadaptabilitycommunicationmentorshipleadershipproblem solvingtrust buildingvisibility management