Senior Renewals Manager

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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

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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