Description
The Salesforce Associate Renewal Manager is responsible for owning and executing a portfolio of renewal contracts in an assigned territory. Associate Renewal Managers partner with internal stakeholders such as Sales and Customer Success Group (CSG) organizations to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable terms, and identifying growth opportunities. Associate Renewal Managers are responsible for ensuring that customers are set up for success while maximizing the financial results for Salesforce.
Responsibilities:
- Contract Renewal Strategy & Execution
- Develop and execute win/win negotiation strategies for small account contract renewals that maximize contract value while protecting and enhancing customer trust
- Achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons
- Process Management & Collaboration
- Own and manage the renewals process in collaboration with the account teams
- Collaborate with internal stakeholders such as Customer Success, Account Executives, and Sales Operations to ensure successful renewals
- Identify customer requirements, uncover roadblocks, and manage the renewal to completion
- Risk Mitigation & Forecasting
- Communicate attrition risk clearly and take steps to mitigate
- 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
- Internal Process Adherence
- Follow and adhere to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting.
Required Skills/Experience:
- 2+ years of demonstrated success in a Sales, Operations, or Account Management capacity with a focus on negotiating contracts
- Possess negotiation skills that allow for value-based contract negotiations with customer billing contact
- Strong process management and ability to manage a high volume of transactions and tasks.Customer management experience
- Bachelor's Degree
Desired Skills/Experience:
- Knowledge of salesforce.com product and platform features, capabilities, and best use
- Experience with an enterprise CRM or customer service application. Experience with salesforce.com a significant plus.
- Ability to manage transactions through every stage
- Leadership Qualities:
- PASSION: Passionate about Customer Success
- BEGINNERS MIND: Always learning, approaches each interaction with open mind, great listener and hands-on
- URGENCY: Ability to move fast and drive business value and results
- OHANA: Embodies Aloha culture: A team player that everyone enjoys working with and has a generous heart
- TRUST: Trust the company’s core values
- ADAPTABLE: Excels in high levels of uncertainty and change
About Salesforce:
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, including being named one of Forbes's "World's Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies to Work For" eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.