Salesforce Senior Manager Renewals 

Japan, Tokyo 

883887414

Job Category

Job Details

RESPONSIBILITIES:

• Lead a team of 5-6 dedicated renewals professionals.

• 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.

• Ongoing mentoring and development of Renewals team

• 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

• Achieve or exceed attrition and uplift targets.

• 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.

• Own, drive and manage the renewals process in collaboration with internal stakeholders.

• 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.

• Ensure that your team is effectively Identifying customer requirements, uncovering roadblocks, and demonstrating strong account management and commercial capabilities to drive their renewal events to on-time closure and customer success.

• 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.

• Accurately maintain and accurately forecast a rolling 90 - 120 day forecast of renewals in your territory.

• 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

REQUIREDSKILLS/EXPERIENCE:

• 10 or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.

• 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.

• High-level fluency in Japanese language (speaking, reading, writing, listening)

• Excellent verbal and written English communication skills (TOEIC 730+)

• Strong negotiation skills that allow for value-based contract negotiations

• Knowledge of restructuring contract term and condition relating legal, finance and billing

• Excellent computer skills (Excel, Word, PowerPoint, Google Apps)

• Degree or Relevant Work Experience Preferred

DESIRED SKILLS/EXPERIENCE:

• Knowledge of salesforce.com product and platform features, capabilities, and best use.

• Experience negotiating complex multi-year 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

If you require assistance due to a disability applying for open positions please submit a request via this.

Posting Statement