Description
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.
Responsibilities:
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
Required Skills/Experience:
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
Desired Skills/Experience:
Knowledge of salesforce.com product and platform features, capabilities, and best use
Experience negotiating complex multi-year services contracts.
Experience with an enterprise CRM or customer service application.
Ability to manage transactions through different every stages
Experience negotiating complex multi-year services contracts
Willingness and the desire to take on additional tasks or pilot projects that are beneficial to the department or to the organization