Manager, Renewals

OverviewOur client is a pioneer in the CRM space, is seeking a Manager, Renewals who will be responsible for the retention and growth of their customer base. A blend of both Customer Success and Account Management, this role requires a balanced approach of proactive business development and creative problem solving to meet/exceed revenue targets.ResponsibilitiesPrimary Duty / Objective:Meet and exceed renewal revenue targets for all accounts in North America and Australia by:Ensuring ongoing renewal attainmentReducing churn and downgradesIdentifying and closing expansion opportunitiesSupporting Tasks and Activities:Key Account ManagementAct as primary point of contact on all Key Accounts engaging various internal teams to ensure time resolution of requests and project deliveryProvide training and guidance for clients to drive value received from their CRM solution.Proactively contact clients based on cadence determined by customer life-cycle.Conduct Account Review meetings and leverage solution-based selling to identify and close new revenue opportunities.Craft and present Executive Business Reviews to clients communicating value delivery and identify areas to increase adoption.Own the renewals process including the negotiation of win/win renewal agreements for small and medium sized companies.Leverage qualitative and quantitative data for prospecting revenue opportunities and identifying churn risks within their territory.Maintain thorough understanding of renewal and expansion pipeline and provide 90-day revolving forecast.Renewal Portfolio PerformanceAct as subject knowledge expert for internal and external questions pertaining to:Current and historical agreement term and conditionsCurrent and historical products and rate plansRenewal policy, procedures and documentationManaging direct reportsProvide Coaching and training on sales best practices to develop teamHandle client escalations when necessaryMonitor revenue performance and in-act course correcting strategies to ensure individual and team revenue targets are attained.Resolving conflicts and disagreementsCreating tools, process, and procedures to support team in their objectivesSupport the NNL Sales team through:Providing existing customer industry data / information to support sales effortsSupport sales strategy creation, new systems implementation, financial budgeting / forecasting and providing customer feedback for product directionSupport Business Partners in Key Account renewal and expansion conversationsOther ActivitiesDesign and implement policy, procedures, systems and KPIs to streamline operations and revenue generating activitiesAggregate and present renewal performance data on a monthly, quarterly and annual basis to senior Management teamMonitor the book of business performance on an on-going basis to identify and mitigate any potential revenue risksAnalyze data sets to produce and produce ad-hoc reports for strategy decisionsSupporting VP, sales on various projects and initiatives when neededQualificationsUniversity degree or comparable work experience7+ years B2B Account Management Experience, SaaS preferred3+ years in sales leadership roleOutstanding sales, customer success and problem-solving abilitiesAdvanced knowledge of Microsoft suiteExcellent revenue risk identification and migration abilityConcise communicator with the ability to communicate effectively across audiences with varied technical knowledge levelProactive attitude towards account management and quota achievementStrong analytical background with ability to translate into tangible strategy #J-18808-Ljbffr