Rapid7 Senior Manager Renewal Account Management Team EMEA 

United Kingdom, England 

670536097

About The Role

Finally As a leader a high level of emotional intelligence and communication skills are required to inspire and lead this strategic team and manage the multiple stakeholders that are key to this team's success

In this role you will:

• Be responsible for achieving the CRR / NRR goals and working with Revenue ops and leadership to provide regular forecasts for both the region (EMEA) and the Sales Division.

• Play a key role in helping to design and implement a working model for this function, working closely with Sales, CS, SE, Channel, marketing and revenue operations.

• With a proportion of the customer base being managed by partners you will work closely with the channel team to manage these end customers at scale.

• In terms of the RAM team, you will partner with cross functional teams to:

  • Develop an account management strategy and outreach plan that drives a positive customer engagement and supports the long achievement for the customer and the growth of the account

  • Work collaboratively across Revenue ops / Regional Directors / Marketing to drive prioritized growth strategies that maximize engagement and expansion with high potential / valued customers versus low ARR / low growth customers.

  • Ensure a level of engagement that supports the timely on time renewal of the customer account.

• Be fully accountable for the success of this team and be comfortable in developing this new function into a highly motivated and professional team.

• Work with Sales Operations/Finance/Deal Operations counterparts to validate accuracy of baseline and account ARR in Salesforce.com and escalating scenarios for review. Whilst ensuring that accurate regional roll up revenue forecasts are provided on a regular basis.

• Manage the overall day to day renewal operations of assigned direct reports (8–12) and districts/ regions in the EMEA regions

• Motivate your direct reports to drive pipeline development and revenues through renewal sales efforts leveraging the partner network

• Evaluate, and document, your direct reports based on Key Metrics and goals set by Leadership

• Monitor the outbound efforts of assigned RAMs by tracking and reporting weekly activities

• Collaborate with Sales Leaders to identify strategies to achieve sales goals and uncover new, high value opportunities alongside renewals

• Provide accurate, ongoing reporting through the continuous update and maintenance of necessary reports in Salesforce.com and other tools and application

The skills you’ll bring include:

• Solid understanding of SaaS/subscription-based renewals models, applications and sales techniques

• A minimum of 3+ years experience in managing diverse enterprise renewals /sales teams that are distributed across multiple locations

• Proven ability to lead and manage both remote and on-site teams effectively

• Proven and demonstrable leadership skills with the ability to inspire and motivate, experienced in building teams with a strong focus on hiring, developing and retaining talent

• Proven experience with channel /partner sales models renewals/ upsells

• Proven track record in driving teams to consistently achieve renewal/ sales team goals and targets through your leadership

• Proven ability to learn new technology quickly, as well as adapt to changing needs

• Excellent communication skills; the ability to build cross–functional relationships

• Strong organisational and analytical skills - the ability to work on many projects concurrent