Senior Renewals Manager
Salesforce
full-time
Posted on:
Location Type: Hybrid
Location: Sydney • Australia
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Job Level
Tech Stack
About the role
- 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 a collaborative role on the account team and helping to drive incremental opportunities upon contract renewal.
- Own, drive and manage the renewals process in collaboration with the account team.
- 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.
- Provide executive management with complete visibility to renewals and solicit executive involvement as required.
- Accurately maintain/update a rolling 120-day forecast of renewals in your territory and ensure 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 proactively and act as a subject matter expert and mentor to other members of the extended team and achieve financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons.
- Engage in strategic account planning with key stakeholders at AVP, RVP level to ensure accountability across teams.
- Act as a Renewals brand ambassador.
Requirements
- Demonstrated success in a Sales, Operations, or Account Management capacity with a strong 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 acumen, and adherence to policy.
- Strong customer management skills, including soft skills.
- Ability to demonstrate a strategic mindset to enable persuasive conversations with customers.
- Ability to react and adapt to potential rapid shifts in priorities and organizational policies.
Benefits
- Competitive salary
- Flexible work arrangements
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
contract negotiationaccount managementprocess managementfinancial acumendata analysisforecastingopportunity managementcustomer success strategiesstrategic account planningrisk management
Soft Skills
negotiation skillsobjection handlingcustomer managementstrategic mindsetcollaborationcommunicationadaptabilitymentoringexecutive engagementtrust building