Associate Renewals Manager

About the Role

The Salesforce Associate Renewal Manager is responsible for owning and executing a portfolio of renewal contracts in an assigned territory. This role partners with internal stakeholders such as Sales and Customer Success Group (CSG) organizations to secure every renewal. The Associate Renewal Manager is responsible for minimizing financial attrition, locking in the most favorable terms, and identifying growth opportunities to ensure customers are set up for success while maximizing financial results for Salesforce.

Key Responsibilities

• Contract Renewal Strategy & Execution
• Develop and execute win/win negotiation strategies for small account contract renewals that maximize contract value while protecting and enhancing customer trust.
• Achieve financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons.
• Process Management & Collaboration
• Own and manage the renewals process in collaboration with account teams.
• Collaborate with internal stakeholders such as Customer Success, Account Executives, and Sales Operations to ensure successful renewals.
• Identify customer requirements, uncover roadblocks, and manage the renewal to completion.
• Risk Mitigation & Forecasting
• Communicate attrition risk clearly and take steps to mitigate.
• Accurately maintain/update a rolling 120-day forecast of your territory and communicate any renewal risk to internal resources in order to develop resolution strategies.
• Internal Process Adherence
• Follow and adhere to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations, and Forecasting.

Requirements & Tech Stack

• Demonstrated success in a Sales, Operations, or Account Management capacity with a focus on negotiating contracts.
• Possess negotiation skills that allow for value-based contract negotiations with customer billing contact.
• Strong process management and ability to manage a high volume of transactions and tasks.
• Customer management experience.
• Ability to manage global customer relationships; work timings will align with APAC or AMER (EST) shifts.
• Experience with an enterprise CRM or customer service application.
• Ability to manage transactions through every stage.

Qualifications

• Bachelor's Degree

Even Better If

• Knowledge of Salesforce product and platform features, capabilities, and best use.
• Experience with Salesforce is a significant plus.

Leadership Qualities

• PASSION: Passionate about Customer Success.
• BEGINNERS MIND: Always learning, approaches each interaction with open mind, great listener and hands-on.
• 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.