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Job Category
Customer Success
Job Details
About Salesforce
We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.
The Salesforce Renewal Manager is responsible for owning and executing a portfolio of renewal contracts in an assigned territory. Renewal Managers partner with internal stakeholders such as Sales 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 providing insights to the business that improve future outcomes. Renewal Managers are responsible for ensuring that customers are set up for success while maximizing the financial results for Salesforce.
Responsibilities
* 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
Required Skills/Experience
* 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
Desired Skills/Experience
* 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
Accommodations
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Accommodations
If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.
Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.
Seniority level
* Seniority level
Not Applicable
Employment type
* Employment type
Full-time
Job function
* Job function
Business Development and Sales
* Industries
Software Development, IT Services and IT Consulting, and Technology, Information and Internet
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