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Renewals Manager - Slack

Slack

Slack

Dublin, Ireland
Posted on Tuesday, June 18, 2024

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Customer Success

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

The Salesforce Renewal Manager is responsible for owning and driving a portfolio of renewal contracts in an assigned territory. Renewal Managers are responsible for crafting strategic partnerships with internal partners such as Sales and Customer Success to secure every renewal. They are responsible for minimising financial attrition, locking in the most favourable terms, identifying growth opportunities and passing insights back to the business. Renewal Managers are responsible for ensuring that their customers are set up for success while optimising financial outcomes.
Responsibilities:
  • Develop and complete win/win negotiation strategies for account contract renewals that optimise contract terms while protecting and improving customer trust.
  • Partner with Customer Success Account Executives to fully understand and develop a clear renewal strategy for each customer based on data driven decisions
  • Improve account growth opportunities by playing a collaborative role on the account team and helping to drive incremental opportunities upon contract renewal. Own, drive and run 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 timely closure.
  • Provide executive management with complete insight to renewals and solicit executive involvement as required.
  • Accurately maintain/update a rolling 120 day forecast of renewals in your territory and ensuring any uncovered risk is clearly communicated in order to develop resolution strategies.
  • Follow and enforce to standard methodologies for all internal processes including Opportunity Management, Data Quality, Quoting 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 partners across the business to ensure accountability across teams. Acts as a Renewals brand ambassador.
Required Skills/Experience:
  • 2+ years of working a customer facing role with a strong focus on negotiating contracts
  • Strong negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level.
  • Experience negotiating sophisticated multi-year contracts.
  • Strong process management, financial acumen, and adherence to policy
  • Experience with enterprise CRM applications
  • Strong customer management skills, including soft skills. Ability to demonstrate a strategic approach to enable persuasive conversations with customers
  • Ability to react and adapt to potential rapid shifts in priorities and organisational policies
  • Fluency in Italian, Spanish, Dutch highly desirable

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