Principal Renewal Account Manager

Ivanti

89d

About The Position

The Principal Renewal Account Manager (PRAM) is responsible for renewing a complex and diverse portfolio of maintenance, subscription and SaaS renewals for our largest Enterprise customers. The PRAM works directly with Ivanti Enterprise sales team, resellers and customers. The individual must be a self-starter, pro-active and have excellent verbal and written communication skills. This position will report to the Renewals Director for the assigned region.

Requirements

• Minimum seven years renewals sales experience with a software company
• Strong selling and negotiation experience
• Strong process-oriented work style
• Solid foundational knowledge of IT/software
• Demonstrated ability to effectively communicate (verbal and written) with C-Level contacts
• Strong organizational skills and attention to detail while maintaining speed of execution
• Experience leading cross functional team efforts

Responsibilities

• Proactively manage quarterly and annual renewal portfolio for assigned Enterprise customers
• Act as the focal point and subject matter expert for all renewals related activity including but not limited to leading internal POD discussions, coordinating Sales, Deal Desk/Sales Ops, Legal and Finance around renewal proposals and issues
• Independently build and manage quotes and proposals for complex deals for resellers and customers at least 120 days in advance
• Drive incremental revenue growth with assigned accounts by identifying cross-sell and upsell sales opportunities using value-based selling techniques
• Act as a subject matter expert and trusted advisor to Sales, customers and partners by consistently establishing value beyond the renewal interaction
• Maximize renewal value, ensure on-time renewals and mitigate cancellations
• Track quotes, phone calls and emails in Salesforce.com with high degree of accuracy and detail
• Handle complex customer objections and negotiate renewal contracts independently as required
• Provide highly accurate weekly/monthly/quarterly forecast of renewals pipeline
• Consistent contributor to team and assist management on special projects and promotions as requested
• May assist as Subject Matter Expert and mentor to new hires and junior RAMs

What This Job Offers

• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree