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Job Type
Full Time
Job Details
To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job CategoryCustomer 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 Manager Renewals, is responsible for leading a team of 7-8 renewal professionals dedicated to protecting and growing revenues in their designated territory. The Manager, Renewals is responsible for the day to day management of team activities, identifying and forecasting attrition risk, design and execution of renewals strategy in territory and working with leaders in Sales and Customer Success. The successful candidates will have excellent communication and Interpersonal skills, a strong understanding of Salesforce products and culture and previous experience in a leadership role. The Manager, Renewals is responsible for ensuring that their teams are focused on minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and passing their findings and data insights back to the business. Managers are responsible for ensuring that their team and their customers are set up for success while maximizing the financial results for Salesforce. 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
- 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.
- 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)
- 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
About the Company
Salesforce
San Francisco, CA, United States
WHO WE ARE: We’re Salesforce, the Customer Company, inspiring the future of business with AI+Data+CRM. Leading with our core values, we help... Read more