Associate Renewals Manager

About the Role

Salesforce is seeking an Associate Renewal Manager responsible for owning and executing a portfolio of renewal contracts within an assigned territory. This role partners with internal stakeholders like Sales and Customer Success Group (CSG) to secure every renewal, minimize financial attrition, secure favorable terms, and identify growth opportunities. The goal is to ensure customer 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 and update a rolling 120-day forecast of the territory and communicate any renewal risk to internal resources to develop resolution strategies.
• Internal Process Adherence:
• Follow and adhere to best practices for all internal processes, including 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 the customer billing contact.
• Strong process management skills 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.
• Bachelor's Degree.

Qualifications (Even Better If)

• Knowledge of Salesforce product and platform features, capabilities, and best use.
• Experience with an enterprise CRM or customer service application. Experience with Salesforce is a significant plus.
• Ability to manage transactions through every stage.

Leadership Qualities

• PASSION: Passionate about Customer Success.
• BEGINNER'S MIND: Always learning, approaches each interaction with an 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.