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Customer Success Group
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.
As a Renewals Manager 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), 100~150 (for Small Market) and 150~200 (for Reseller’s customers). 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. It is also needed to 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 AOV (Annual Order Value) growth of your renewals and ability to negotiate favorable terms.
Required Skills/ Experience:
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Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, ...