Manager, Renewals

Description

The Manager, Renewals is a critical leadership role responsible for maximizing revenue protection and growth within a designated territory. This individual will lead a team of 8-12 dedicated renewal professionals, serving as the key driver for achieving financial targets and fostering customer success.

The Core Responsibilities Include

Day-to-day management of team activities.Identifying, forecasting, and mitigating attrition risk.Designing and executing the renewal strategy for the territory.Collaborating closely with leaders in Sales and Customer Success.Core ResponsibilitiesTeam Leadership and DevelopmentLead and Mentor: Lead a team of 8-12 renewals professionals, providing ongoing mentoring and development.Client Engagement: Actively support direct reports by participating in and leading client meetings, leveraging other corporate resources as required.Best Practice Education: Develop and educate the team on renewal best practices to drive consistency and excellence.Strategy, Forecasting, and ExecutionRenewal Strategy: Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust.Forecasting Excellence: Lead weekly forecast meetings to drive rigorous forecasting excellence and accuracy.Account Growth: Ensure the team plays an active role on the extended account team, helping to identify incremental opportunities upon contract renewal.Internal Collaboration and Risk ManagementTrusted Advisor: Serve as a trusted advisor to Sales and Customer Success leadership, establishing a monthly meeting cadence within the territory.Cross-Functional Strategy: Take a lead role in collaborating with internal resources (e.g., Pricing, Product Management, Account Executives) to develop comprehensive renewal strategies.Executive Visibility: Provide executive management with complete visibility to renewals, clearly communicating risk, and leading the development of resolution strategies.Operational ExcellenceAdherence to Standards: Ensure the team adheres to best practices for all internal processes, including Opportunity Management, Data Quality and accuracy, Quotations, and Forecasting.Target Achievement: Ensure the team achieves financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue.

Required Experience

10+ years of demonstrated success in a Sales, Operations, or Account Management capacity, with a strong focus on negotiating contracts.2+ years of people management experience, specifically leading, developing, and mentoring a team for success.Proven track record of overachieving quota and key performance indicators (KPIs).Core CompetenciesExceptional Negotiation Skills: Demonstrated ability to lead value-based contract negotiations at the CXO level and effectively mentor a team to acquire these skills.Financial and Operational Acumen: Excellent financial acumen, along with strong process and policy management skills.Strategic Customer Management: Strong customer management and soft skills, with the ability to demonstrate a strategic mindset to enable persuasive customer conversations.Salesforce Value Proposition: Demonstrated ability to effectively articulate the Salesforce value proposition.Strong organizational, operational, and analytical skills.

Desired Skills And Experience

Experience negotiating complex multi-year services contracts.Strong knowledge of the salesforce.com product and platform features, capabilities, and best use.Experience with an enterprise CRM or customer service application; Salesforce.com experience is required.Ability to manage transactions through different stages using technology.