Senior Renewals Manager
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Job Category
Customer Success
Job Details
About Salesforce
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The MuleSoft Sr. Renewals Manager is responsible for owning and executing a large portfolio of renewal contracts in an assigned territory for the MuleSoft business at Salesforce. We are looking for a Sr. Renewals Manager to join our growing team who will build strategic relationships with Sales, Customer Success, Finance and Operations in order to minimize attrition, accurately forecast risk and drive both optimized financial outcomes and customer success at renewal. You will be responsible for identifying and analyzing risk during the contract lifecycle by engaging with Customers and internal collaborators to resolve underlying issues. You will be tasked with keeping an updated pipeline, maintaining accurate forecasts, and assisting to transform the business throughout its pricing and packaging evolutions, all while adhering to all Salesforce policies.
Responsibilities:
- Own, drive and manage the renewals process in collaboration with the account team
- Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing customer trust
- Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal
- Provide accurate 90 day rolling forecasts for your assigned renewal region through accurate maintenance of renewal opportunities
- Leverage existing processes and reporting as well as performing detailed forensic analysis (usage and contract) for early identification of potential attrition
- Be the expert and provide mentorship to the extended team on efficient resolutions
- Work closely with Sales, Customer Success, Finance, Pricing, Legal, and the Renewals team to streamline the resolution process including notifications and approvals
- Responsible for creation of replacement contracts and detailed quotes with approvals.
- Provide renewals management with regular status updates, concise summaries of highly sophisticated issues and accurate transparency to forecasted attrition and escalate as needed
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Minimum Requirements:
- 5+ years of demonstrated success in Sales, Renewals, Operations or Account Management
- Ability to work at a detailed level with multiple cross-functional internal collaborators as well as the customer to build a case and drive consensus
- Strong process management, financial acumen, and ability to apply strict policies.
- Strong analytical background with shown problem-solving skills
- Highly effective interpersonal skills and capable of explaining sophisticated situations clearly and credibly across all functions and levels of the organization
- Bachelors degree
Preferred Requirements:
- Experience with Salesforce.com CRM, Salesforce Reporting capabilities and Excel
- Experience working with a large global sales organization
- Experience negotiating complex multi-year services contracts
- Willingness and desire to take on additional tasks or pilot projects that are beneficial to the department or to the organization
- Completion of negotiation skills courses would be an asset
*LI-Y
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Posting Statement
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In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.
For Washington-based roles, the base salary hiring range for this position is $88,480 to $118,440.
For Massachusetts based roles, the base salary hiring range for this position is $88,480 to $118,440.
Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA
- FSA With Employer Contribution
- HSA
- HSA With Employer Contribution
- Fitness Subsidies
- On-Site Gym
- Mental Health Benefits
Parental Benefits
- Adoption Leave
- Return-to-Work Program
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
Office Life and Perks
- Casual Dress
- Happy Hours
- Snacks
- Some Meals Provided
- Company Outings
Vacation and Time Off
- Paid Vacation
- Unlimited Paid Time Off
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
- Sabbatical
- Volunteer Time Off
Financial and Retirement
- 401(K)
- 401(K) With Company Matching
- Company Equity
- Stock Purchase Program
- Performance Bonus
- Relocation Assistance
- Financial Counseling
Professional Development
- Tuition Reimbursement
- Learning and Development Stipend
- Promote From Within
- Mentor Program
- Shadowing Opportunities
- Access to Online Courses
- Lunch and Learns
- Internship Program
- Leadership Training Program
- Professional Coaching
- Work Visa Sponsorship
Diversity and Inclusion
- Employee Resource Groups (ERG)
- Unconscious Bias Training
- Diversity, Equity, and Inclusion Program
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