Senior Renewals Manager, MuleSoft

Salesforce•Indianapolis, IN

3d•$85,190 - $125,370

About The Position

The MuleSoft Senior Renewals Manager is responsible for owning and executing a portfolio of renewal contracts in an assigned territory. Senior Renewal Managers partner closely with internal stakeholders such as Sales, Regional Leaders, and Customer Success & Growth (CSG) organizations to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing findings and insights back to the business — all while ensuring customers are set up for success and maximizing financial results for Salesforce.

Requirements

5+ years of demonstrated success in Sales, Renewals, Operations, or Account Management with a strong focus on negotiating contracts
Exceptional negotiation and objection handling skills, including value-based contract negotiations at the CXO level
Strong customer engagement, process management, and financial acumen
Ability to react and adapt to potential rapid shifts in priorities and organizational policies
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 application

Responsibilities

Develop and execute win/win negotiation strategies for medium and large account contract renewals that maximize contract value while protecting and enhancing customer trust
Partner with Account Executives to fully understand and develop a clear renewal strategy for each customer based on data-driven decisions
Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal
Own, drive, and manage the renewals process in collaboration with the account team
Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.) to develop comprehensive 'win' strategies for renewals
Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewals to on-time closure
Provide executive management with complete visibility to renewals and solicit executive involvement as required
Accurately maintain and update a rolling 120-day forecast of renewals in your territory, ensuring any uncovered risk is clearly communicated in order to develop resolution strategies
Follow and adhere to best practices for all internal processes including Opportunity Management, Data Quality and accuracy, Quotations, and Forecasting
Adopt new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team
Engage in strategic account planning with key stakeholders at AVP/RVP level to ensure accountability across teams; act as a Renewals brand ambassador
Achieve financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons