Salesforce

Senior Director, Renewals

Salesforce

full-time

Posted on:

Location Type: Hybrid

Location: Bangalore • India

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Job Level

Senior

Tech Stack

SFDC

About the role

  • Lead one or multiple teams of dedicated renewals professionals
  • Initiates and develops strong alignment with key stakeholders at the executive level in order to influence other teams to help to shape policy/process, identify gaps and proactively address them
  • Support direct reports by participating and leading in client meetings and engaging other corporate resources as required
  • Be a trusted advisor to Sales and Customer Success leadership in your territory
  • Ongoing mentoring and development of Renewals team
  • Build a Monthly meeting cadence with Sales and Customer Success leadership within your territory
  • Weekly forecast meetings with the team to drive forecasting excellence and accuracy
  • Develop and educate on best practice across the team
  • Achieve or exceed attrition and uplift targets
  • Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust
  • Maximize 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
  • Own, drive and manage the renewals process in collaboration with internal stakeholders
  • Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals
  • Ensure that your team is effectively Identifying customer requirements, uncovering roadblocks, and demonstrating strong account management and commercial capabilities to drive their renewal events to on-time closure and customer success
  • Provide executive management with complete visibility to renewals and solicit executive involvement as required
  • Communicate risk clearly and take the lead in developing resolution strategies
  • Accurately maintain and accurately forecast a rolling 120 day forecast of renewals in your territory
  • Ensure that your team adheres to best practices 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
  • Develop your team or teams in terms of mentorship, knowledge, confidence and career paths, engage in regular 1:1’s with all employees in your team
  • Assist in the annual renewal planning process for the team(s), including the calculation of annual renewal rates, term length and price increase targets

Requirements

  • 20 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
  • Proven track record of overachievement of quota and KPIs
  • Strong organizational, operational and analytical skills
  • Demonstrated ability to effectively articulate the Salesforce value proposition
  • Possess exceptional 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 coaching sessions
  • Excellent financial acumen, process and policy management skills
  • Strong customer management skills including soft skills
  • Ability to demonstrate a strategic mindset to enable persuasive conversations with customers
  • Experience with salesforce.com essential
  • Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
  • Ability to work in a fast-paced and an often rapidly changing environment
  • Bachelor's Degree
  • Must be able to travel 3-5 times a year to attend team meetings
Benefits
  • Accommodations for reasonable accommodation requests in the application and recruiting process
  • AI tools to help assess and evaluate candidate resumes and qualifications
  • Equal opportunity employer
  • Policy of non-discrimination with employees and applicants
  • Workplace that’s inclusive and free from discrimination
Applicant Tracking System Keywords

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

Hard Skills & Tools
contract negotiationaccount managementdata analysisfinancial acumenquota achievementKPI trackingprocess managementpolicy managementsales forecastingcustomer success strategies
Soft Skills
leadershipmentoringorganizational skillsanalytical skillscommunicationstrategic mindsetcustomer managementnegotiationinfluencingteam development
Certifications
Bachelor's Degree