Renewals Manager - Salesforce

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About Salesforce

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 About the Team:

The Renewals Team is responsible for managing and forecasting the entire book of renewals business. They forecast and track renewals trends and highlight adoption issues for the company.

The Renewals team partners with sales, customer success manager and support to execute retention strategy. They are responsible for conducting account review, risk assessment and due diligence while developing a renewal strategy. Renewal team members take ownership and maintenance of all renewal opportunities (direct customers and indirect through resellers), forecasting, negotiation, generate upsell/cross sell opportunities, engaging internal resources and closing renewals prior to contract expiration.

About the Role:

As a Renewals Manager (based in Tokyo), you start to handle a large number of renewals. Volume of contracts managed each month tends to be around 50 ~ 60(for Enterprise, Mid Market), 150 ~ 200(for Small Market) and 150 ~ 200(for Reseller’s customers). After onboarding, you will start by handling Slack product renewals and gradually take on Salesforce products as a Multi Cloud Renewal Manager. Your area of responsibility will be Japan and Korea.You own driving the renewal to completion. You partner with the account team and develop a renewals strategy for every customer. You build quotes, review contract terms, negotiate pricing, look for up-sell opportunities, and handle objections. You also plan how to improve the current operation process and execute it collaborating with the partners.

 You will be measured on renewal rate, contract term length, and KSO (Key Strategic Objectives) driving specific sales goals of your renewals and ability to negotiate favorable terms.

Job Responsibilities:

• Drive all managed renewals thoroughly in assigned territory by identify risk as early as possible as well as generating revenue growth opportunity via add-on, upsell, upgrade, price adjustment

• Achieve or exceed monthly renewal targets and provide senior management with an accurate forecast and risk analysis of all assigned accounts

• Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing the customer relationship

• Build strong working relationships across Sales and Customer Success Group Leadership

• Closely monitor at risk accounts. Work with Customer Success, Support, and Services leadership to resolve customer issues and help remove barriers for the team

• Serve as point of escalation for critical customer issues; provide summary of the overall ‘health’ of the account and use of our services

• Answer customer questions and successfully negotiate issues related to renewal contracts

• Attend and lead monthly regional calls to discuss renewal forecast, top renewals, at risk accounts (if required)

• Help develop and educate renewal best practices across the team

• Maximize account growth opportunities by playing an active role on the account team and helping to identify upsell/cross-sell opportunities upon contract renewal

• Own, drive and manage the renewals process in collaboration with the account team

• Work 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 capabilities to drive renewal to on-time closure

• Communicate risk clearly and take the lead in developing resolution strategies

• Accurately maintain a rolling 90 day weekly forecast of renewals of your territory

Required Skills/Experience:

• High-level fluency in Korean and Japanese language (speaking, reading, writing, listening)

• Excellent verbal and written English communication skills (TOEIC 730+ )

• 5 years of relative experience in sales/account and/or renewal management in software or SI/solution Selling industry

• Vast knowledge and experience of working with Business Applications (CRM/SFA/MA experience as user/sales is preferable)

• Fundamental understanding of salesforce.com product solutions

• Strong organizational skills with the ability to manage multiple projects simultaneously

• Great interpersonal skills, including the ability to establish and maintain effective working relationships with others

• Strong negotiation skills that allow for value-based contract negotiations

• Knowledge of restructuring contract term and condition related to legal, finance and billing

• Proficient in utilizing Excel, Word, PowerPoint, Google Apps)

• Bachelor Degree Holder

Target Product:

• Slack, Salesforce, Marketing Cloud  

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Last updated: 8 hours ago