Kansas Action for Children, Inc
Renewals Manager
Kansas Action for Children, Inc, Denver, Colorado, United States,
Job DescriptionThe Salesforce Renewal Manager is responsible for owning and driving a portfolio of renewal contracts in an assigned territory. Renewal Managers are responsible for creating strategic partnerships with internal partners such as Sales and Customer Success to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable 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 optimizing financial outcomes.
Responsibilities:
Develop and complete win/win negotiation strategies for account contract renewals that optimize contract terms while protecting and enhancing 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.
Enhance account growth opportunities by playing a collaborative role on the account team and helping to drive incremental opportunities upon contract renewal.
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 insight 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 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:
5+ years of demonstrated success in Renewals 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 complex multi-year contracts.
Strong process management, financial competence, 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 organizational policies.
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Responsibilities:
Develop and complete win/win negotiation strategies for account contract renewals that optimize contract terms while protecting and enhancing 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.
Enhance account growth opportunities by playing a collaborative role on the account team and helping to drive incremental opportunities upon contract renewal.
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 insight 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 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:
5+ years of demonstrated success in Renewals 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 complex multi-year contracts.
Strong process management, financial competence, 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 organizational policies.
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