Enterprise Renewals Manager, Okta
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Fluent Dutch, Iberian or Nordic language speaker
- 3-5 years of direct renewals experience in current role
- Comfort in planning/negotiating 25-35 deals per quarter ranging from $50K - $2m focussing on WEMEA but can dip into other regions
- Ability to tactfully close deals with a high degree of integrity and independence
- Highly organised with strong attention to detail
- Strong oral, written and presentation skills
- Ability to organise, prioritise, complete activities and meet deadlines on a daily basis
- Requires ability to withstand and balance frequent and intense pressure as a result of demanding workload and must be able to maintain a positive and professional manner throughout
- Experience recording information in Salesforce and previous experience of DocuSign
- Team player who enjoys assisting where needed and finding creative ways to help
- High activity level, enthusiastic, self-motivated, tenacious
- Proven influencer and negotiator with procurement all the way to C-Level
What the job involves
- The Enterprise Renewals Manager will work closely with internal resources to develop strategies to attain successful customer renewals and maximize customer usage
- They will be responsible for achieving goals for renewal rate, growth, and term length
- They will work directly with the clients on some accounts, and in partnership with both our Sales and Customer Success/TAM teams on other accounts
- The key to success in this role is the ability to be incredibly strategic with all internal teams to help in identifying challenges in successful renewals
- Manage all aspects of the subscription renewal process for a defined set of customers to maintain and grow Okta revenue, drive long-term agreements, and ensure continuous access to Okta products and services
- Lead pricing strategy and negotiations for 20-35 renewals and $2M+ in ARR each financial quarter
- Convey the value proposition for Okta product subscriptions, technical support, and other services and reinforce the value the customer has experienced in their existing contract
- Collaborate with the assigned Customer Success Manager, Account Executive and relevant management to develop and execute renewals strategy, improve product adoption, and address churn risk in the business
- Provide timely proposals and quotes in line with terms of customer and/or partner agreements
- Work closely with Finance and Legal teams to ensure all contracts meet customer and Okta needs
- Track and maintain customer data and renewal information in Okta systems, including Salesforce and Gainsight
- Accurately forecast renewal pricing, timing, and risks
- Work on assigned projects and take initiative to improve the way our team operates
- Travel to London HQ once a quarter for Team Enablement and planning sessions
Salary benchmarks
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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