Manager/Director, Renewals Operations – Healthcare & Life Sciences (HLS) – Salesforce

14% 1-Year Employee Growth Rate | 32% 2-Year Employee Growth Rate | LinkedIn | $65.4M Venture Funding

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Job Category

Customer Success Group

Job Details

The Healthcare & Life Sciences (HLS) Renewals Manager is a lead role across CSG & Sales, responsible for leading a team of renewal professionals dedicated to protecting and growing revenues in their designated territory. The Manager is responsible for the day-to-day management of team activities, identifying and forecasting attrition risk, design and execution of renewals strategy in the territory, and working with leaders in Sales, Customer Success and Renewals Operations.

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 as well as previous large deal formulation and negotiation experience. The Manager/Senior 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 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 and Ongoing mentoring and development of best practices across the team and formulate and deliver a weekly region wide forecast to renewals leadership.
• Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust as well as achieving or exceeding attrition and uplifting targets.
• 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.
• Own, drive and manage the renewals process in collaboration with internal stakeholders.
• Ensure your team has the product, pricing, and packaging expertise to competently lead a Mulesoft renewals conversation.
• Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc…) to develop comprehensive ‘win’ strategies for renewals.
• Ensure that your team is effectively Identifying customer requirements, uncovering roadblocks, and demonstrating strong account management and commercial capabilities to drive their renewal events to on-time closure and customer success.
• Provide executive management with complete visibility to renewals, solicit executive involvement as required and 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/Accuracy, Quotations and accurately maintain a rolling 120 day forecast of renewals in your territory.

Required Skills/Experience:

• Minimum of 8 years of demonstrated success in a Sales, Renewals, or Account Management capacity with a strong focus on negotiating contracts
• Minimum 2 years previous Leadership experience or 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 presentation and executive communication skills
• Strong customer management skills including soft skills. Ability to demonstrate a strategic mindset to enable persuasive conversations with customers

Leadership Qualities:
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
TRUST: Trust the company’s core values
ADAPTABLE: Excels in high levels of uncertainty and change

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Tagged as: 501+ Employees, Hide US-Only Jobs, Venture Funded