Develop and execute win/win negotiation strategies for small, medium and large account contract renewals that maximize contract value while protecting and enhancing customer trust
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 such as Competitive Intelligence, Pricing, Product Management, Customer Success, and Account Executives, 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 your territory and communicate any renewal risk to internal resources 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
Achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons
5+ years of demonstrated success in a Sales, Operations, Account Management
Strong customer management and negotiation skills Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level .
Strong process management, financial acumen, and ability to apply strict policies.
Ability to react and adapt to potential rapid shifts in priorities and organizational policies
Knowledge of salesforce.com product and platform features, capabilities, and best practices.
Experience with an enterprise CRM or customer service application. Experience with salesforce.com a significant plus.
Ability to manage transactions through every stage of the renewal cycle
Experience negotiating complex multi-year services contracts