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Renewals Manager

Abnormal Security

Abnormal Security

United States · Remote
Posted on Saturday, May 18, 2024

About You

  • Motivated, goal-oriented - capable of swiftly adjusting and responding to potential quick changes in priorities and organizational strategies
  • Comfortable in a fast-paced, high-volume environment
  • Able to balance competing priorities across multiple deals simultaneously
  • Highly effective in process management with a keen attention to detail

In this job, you will bring these skills

  • Excellent executive level communication and presentation skills.
  • Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business.
  • Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level.
  • High competency in SaaS pricing and licensing options.
  • Experience in a quota carrying role with proven achievement.
  • Ability to project manage the renewal cycle, pulling in necessary resources.
  • High degree of creative ability, analytical and business skills, and independent judgment.
  • Proficiency with Salesforce.com (Gainsight is a plus)

Role Responsibilities + Deliverables

  • 3+ years working in Renewals / Customer Success role
  • Proficient in negotiation and overcoming objections, enabling value-focused contract discussions
  • Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per Gross Revenue Retention targets.
  • Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing customer trust, with a preference for early, multi-year renewals.
  • Utilize data to steer impactful discussions with customers.
  • Coordinate closely with assigned Account Executives to identify opportunities to up-sell/cross-sell into the renewal.
  • Develop a deep understanding of the customer procurement process.
  • Monitor and accurately report on customer accounts, renewal pipeline, gross retention and renewal forecasts on a rolling basis.
  • Partner with channel to provide positive partner experience and promote good relationships

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