Renewal Specialist

CyberArk•Newton, MA

About The Position

Alongside CyberArk broader Sales and Customer Success teams, our Renewal Managers are playing a critical role in CyberArks customer CARE (Close, Adopt, Renew, Expand) strategy. As such, CyberArk is looking for Renewal Managers who are motivated, collaborative and process-oriented individuals to secure up-for-renewal dollars and identify possible expansion opportunities. Ideal candidates will exhibit high levels of business and sales acumen all the while maintaining a customer-first approach.

Requirements

5+ years of experience with software/subscription renewals - experience in SaaS environments a plus.
Demonstrate executive presence and the ability to effectively present to and communicate with customers at the executive level.
Proficiency in contract negotiations and a consistent track record of quota achievement
Excellent organizational and time-management skills.
Smart, bold and humble attitude with a continuous improvement approach to align with Palo Alto Networks values.
Excellent customer management skills; including sales, account management, and customer service.
Ability to identify areas of process improvement and efficiency.

Nice To Haves

Proficiency in SFDC, CPQ, G-Suite and Tableau is preferred.

Responsibilities

Protect and Grow Annual Recurring Revenue (ARR) for the growing subscription and SaaS customer base by securing renewal contracts before expiration with standard price uplifts.
Engage customers in conversations to understand budgets, key stakeholders, approval processes and timelines.
Understand customer needs and demonstrate account management capabilities to bring renewal to closure.
Responsible for managing quote to close process for all renewals within an assigned territory.
Accurately review, prepare and present renewal sales quotes, at least 90 days in advance of expiration.
Accurate quarterly forecasting.
Effectively defend against competitive pressures, within perpetual and SaaS environments, and help drive upsell/cross-sell and uncover additional expansion opportunities at the time of renewal.
Partner closely with Customer Success to understand the health status of customers and drive adoption.
Identify potential renewal risks by monitoring customer adoption and health status, and collaborate with internal teams to develop and execute mitigation plans.
Ownership of contract processes along with corresponding customer communications encompassing co-terming, upselling and multi-year options related to subscription renewals
Provide Management and Renewals Operation Team with regular and accurate updates on renewal contract statuses and customer escalation requests when needed.
Proficiency in navigating and nurturing Distribution and Channel relationships
Communicate and effectively partner with Deal Desk, Sales Operations, Legal, Finance and Sales Management to navigate complex customer requests to bring renewals to closure.
Meet and exceed annual and quarterly renewal rate goals.