Renewals Manager, Sumo Logic
$86.1-105k
+ Bonus or commission plans for eligible roles
More information about location
Continuous intelligence platform for DevSecOps
Job no longer available
Continuous intelligence platform for DevSecOps
501-1000 employees
Job no longer available
$86.1-105k
+ Bonus or commission plans for eligible roles
More information about location
501-1000 employees
Company mission
TO enable organizations to transform massive amounts of data into actionable insights to prevent and remediate modern security and cloud operations challenges.
Role
Who you are
- 3-5+ years’ successful (i.e. consistently exceeding targets/quotas) experience driving on-time renewals in a SaaS organization (extra credit for experience in security, observability, or application performance management technology)
- Successful track record of developing strong collaborative relationships with internal organizations including customer success, sales (individual contributors and leadership), deal management, legal, finance, operations, etc
- Proven discovery, presentation, deal structuring, negotiation, and closing skills
- Demonstrated ability to build out and/or refine processes, systems, and programs to drive exceptional renewal and retention outcomes
- Strong technical acumen
- Proven experience developing and driving renewal close plans
- Experience effectively managing a pipeline and closing a large-volume of renewals of varying dollar amounts (i.e. very large and relatively small) with different customer types
- A passion for the commercial aspects of a SaaS business
- Self-motivated, proactive, energetic, humble, positive, team player
- High emotional IQ (EQ)
- Excellent communication skills. Excels in written, phone, and in-person communications
- Analytical thinking skills. Skilled at building pricing/usage models and constructing win-win renewal scenarios. Uses data and insights to drive plans and actions
- Bachelor’s degree or equivalent
What the job involves
- We’re looking for a Renewal Manager to lead the end-to-end renewal process for a portfolio of Sumo Logic customers, including customer engagement, renewal strategy, negotiation, and contract administration
- You’ll be a key partner to the Account Manager, Customer Success, and Sales Operations teams, ensuring a proactive and seamless approach to the renewal process for our existing customers
- As a key member of the Account Management Team, Reporting to Sales Vice President, you will:
- Drive renewal success in partnership with Customer Success and Sales teams
- Consistently maintain accurate renewal forecasts (near and longer-term) by monitoring account health data, anticipating risk, and engaging with internal account teams; work with internal stakeholder groups to mitigate risk and develop renewal strategies and plans
- Leverage & refine key operational processes, programs, systems, and activities to drive excellent renewal outcomes
- Help Sales and Customer Success identify upsell/cross-sell opportunities as part of the renewal to maximize customer value and growth
- Develop, action, and manage internal account renewal plans (often in conjunction with the broader account plan) for applicable renewals
- When appropriate, actively engage with customer key decision-makers to identify/document customer buying process, requirements and uncover/address potential roadblocks
- Negotiate and execute renewal contracts (in partnership with other key Sumo Logic team members when applicable) that align to customer and Sumo Logic goals--driving, among other things, optimal gross dollar retention, net-dollar retention, and logo retention outcomes
- Be well-versed on key aspects of the customer relationship including customer adoption/usage, executive relationships, organizational structures, health, and other key data and trends, working with Customer Success to proactively address factors that would put a renewal at risk
- Communicate and report on renewal status and outcomes to all levels of Sumo Logic organization
- Develop excellent relationships with key Sumo Logic functions and team members including Sumo Logic customer success, sales, sales operations, deal management, finance, legal, etc
- Provide regular and accurate updates to leadership on renewal forecasts and trends
Our take
Sumo Logic is a secure, cloud-native, machine data analytics service, delivering real-time, continuous intelligence from structured, semi-structured, and unstructured data across the entire application lifecycle and stack. And more than 2,000 customers around the globe rely on Sumo Logic, including Samsung, AirBnb, Grammarly, and Toyota.
Customers gain a multi-tenant, service-model advantage to accelerate their shift to continuous innovation, increasing competitive advantage, business value and growth.
After its IPO in 2020, February 2023 saw Sumo Logic agree to a $1.7 billion valued acquisition deal from Francisco Partners. This marked the beginning of an exciting new chapter for Sumo Logic, its parent company has a track record for acquiring successful tech and software businesses such as MyHeritage and Renaissance Learning. Exemplifying its potential in its new Francisco Partners era, Sumo Logic was named a "Challenger" company in the 2024 Gartner Magic Quadrant for Security Information and Event Management.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
May 2019
$110m
SERIES G
Jun 2017
$78.7m
SERIES F
Total funding: $348.7m
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