Principal Renewals Manager, Salesforce

• 8+ or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts
• Exceptional negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level. Strong Customer engagement skills
• Strong process management, financial acumen, and adherence to policy
• Ability to react and adapt to potential rapid shifts in priorities and organizational policies
• Experience with salesforce.com required
• Bachelor's Degree

Desirable

• The Salesforce Principal Renewal Manager is responsible for owning and executing a portfolio of high value and strategic renewal contracts in an assigned territory
• Principal Renewal Managers partner closely with internal stakeholders such as Sales, Regional Leaders, and Customer Success & Growth (CSG) organizations to secure every renewal
• They are responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and passing their findings and insights back to the business
• Principal Renewal Managers are responsible for ensuring that their customers are set up for success while maximizing the financial results for Salesforce
• You'll develop and execute win/win negotiation strategies for medium and large account contract renewals that maximize contract value while protecting and enhancing customer trust
• Partner with Account Executives to fully understand and develop a clear renewal strategy for each customer based on data driven decisions
• Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal
• Own, drive and manage the renewals process in collaboration with the account team
• Collaborate 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 and commercial capabilities to drive renewal to on-time closure
• Provide executive management with complete visibility 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 adhere to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations 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 stakeholders at AVP, RVP level to ensure accountability across teams. Acts as a Renewals brand ambassador
• Achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons