Salesforce Manager Renewals 

India, Telangana 

659094342

Job Category

Job Details

Responsibilities:

• Lead a team of 7-8 dedicated renewals professionals and support direct reports by participating and leading in client meetings and engaging other corporate resources as required.
• Be a trusted advisor to Sales and Customer Success leadership in your territory and build a Monthly meeting cadence with Sales and Customer Success leadership within your territory
• Weekly forecast meetings with the team to drive forecasting excellence and accuracy.
• Develop and educate on best practice across the team and provide on-going mentoring and development of the team
• Develop and execute win/win negotiation strategies for all contract renewals within their team’s territory that maximize contract value while protecting and enhancing customer trust.
• Maximize account growth opportunities by ensuring that their team is playing an active role on the extended account team and helping to identify incremental opportunities upon contract renewal.
• Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win win' strategies for renewals.
• Provide executive management with complete visibility to renewals and solicit executive involvement as required. Communicate risk clearly and take the lead in developing resolution strategies.
• Ensure that your team adheres to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
• Ensure your team 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:

• 10 or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts, including 2+ years of people management experience
• Previous experience of leading, developing and mentoring a team for success
• Proven track record of overachievement of quota and KPIs
• Strong organizational, operational and analytical skills
• Demonstrated ability to effectively articulate the Salesforce value proposition
• Possess exceptional negotiation skills that allow for value-based contract negotiations at the CXO level and be an effective mentor to pass these skills to your team via regular training and coaching sessions.
• Excellent financial acumen, process and policy management skills
• Strong customer management skills including soft skills. Ability to demonstrate a strategic mindset to enable persuasive conversations with customers.

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. Experience with salesforce.com is required .
• Ability to manage transactions through different stages using technology.
• Possess solid negotiation skills that allow for value-based contract negotiations at the CXO level
• Experience negotiating complex multi-year services contracts
• Willingness to work in shifts (primarily AMER - EST)

Leadership Qualities:

• PASSION: Passionate about Customer Success
• BEGINNERS MIND: Always learning, approaches each interaction with open mind, great listener and hands-on
• THOUGHT LEADER: Strong point of view and executive presence. Confident, but not arrogant, great storyteller
• 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

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