Director, Renewals - MuleSoft

Salesforce•Indianapolis, IN

7d•$155,400 - $228,690•Hybrid

About The Position

The Renewals Director is a lead role in the Customer Success and Growth organization at Salesforce. The Renewals Director is responsible for leading renewal professionals dedicated to protecting and growing revenues in their designated territory. The Director is responsible for leading the vision and strategy for their team's activities — including identifying and forecasting attrition risk, designing and executing renewals strategy in territory, and working with leaders in Sales and Customer Success. Directors are responsible for ensuring their team and customers are set up for success while maximizing financial results for Salesforce.

Requirements

10+ years of demonstrated success in Sales, Renewals, Operations, or Account Management with a strong focus on negotiating contracts
Previous experience leading, developing, and mentoring a team
Proven track record of overachievement of quota and KPIs; strong organizational, operational, and analytical skills
Exceptional negotiation skills including value-based contract negotiations at the CXO level; ability to mentor and coach these skills to your team
Excellent financial acumen, process, and policy management skills
Strong customer management skills with a strategic mindset to enable persuasive conversations with customers
Ability to manage, analyze, and track data for a sophisticated and complex renewal cycle
Ability to work in a fast-paced, rapidly changing environment; must be able to travel 3-5 times a year for team meetings
Experience with Salesforce.com required
Bachelor's Degree

Nice To Haves

Knowledge of Salesforce/MuleSoft product and platform features, capabilities, and best use
Experience negotiating complex multi-year services contracts
Experience with an enterprise CRM or customer service applications

Responsibilities

Lead one or multiple teams of dedicated renewals professionals and develop strong alignment with key stakeholders at the executive level to influence policy/process, identify gaps, and proactively address them
Support direct reports by participating in and leading client meetings, engaging corporate resources as required, and providing ongoing mentoring and development
Serve as a trusted advisor to Sales and Customer Success leadership in territory; build a monthly meeting cadence with Sales and CS leadership
Drive forecasting excellence through weekly forecast meetings with the team and develop and educate on best practices across the team
Maximize account growth by ensuring the team plays an active role on extended account teams and identifies incremental opportunities upon contract renewal
Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust
Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.) to develop comprehensive 'win' strategies
Ensure the team effectively identifies customer requirements, uncovers roadblocks, and demonstrates strong account management and commercial capabilities to drive renewal events to on-time closure
Provide executive management with complete visibility to renewals, solicit executive involvement as required, and take the lead in developing resolution strategies
Accurately maintain and forecast a rolling 120-day forecast of renewals in territory
Ensure the team achieves financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons