Drive the renewal process for all of Totango with the intent of expanding customer relationships and ensuring full adoption of the Totango platform. Work across the sales organization to partner strategically with AEs and CSMs to achieve targeted uplift. This is a strategic, quota carrying position. Every renewal should be a customer focused selling event. This is a key investment for Totango. Reporting to the Chief Revenue Officer, the right person will be a player coach but will also have the capability to grow and lead a team over time.
Responsibilities:
- Develop and implement win/win negotiation strategies for account contract renewals that improve 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
- Improve account growth opportunities by playing a collaborative role on the account team and helping to drive incremental opportunities upon contract renewal. Own, drive and manage the renewals process in collaboration with the Sales & Customer Success team.
- Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closure.
- Provide executive management with complete transparency to renewals and solicit executive involvement as the need arises.
- Accurately maintain/update a rolling 120 day forecast of renewals in your territory and ensure any uncovered risk is clearly communicated to develop resolution strategies.
- Follow and enforce standard methodologies for all internal processes including Opportunity Management, Data Quality, Quoting and Forecasting.
- Embrace new initiatives and programs pro-actively and act as a subject matter expert and mentor to other members of the extended team.
- Engage in strategic account planning with key collaborators across the business to ensure accountability across teams. Acts as a Renewals brand ambassador.
Required Skills/Experience:
- 3-5 years proven success in SaaS Renewals with a strong focus on negotiating contracts in at least two companies with high volume renewals
- 10+ years’ experience overall
- Track record of hitting and exceeding targets.
- Create a vision and execute on behalf of the company
- Iterate the overall renewals function through evaluating existing processes, past results and optimize and enhance for the future
- Leader through change including new methodologies, metrics and OKRs to drive systemic change
- Strong negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level
- Ability to react and adapt to potential rapid shifts in priorities and organizational policies
- Experience building, developing, and leading a team
Preferred Skills/Experience:
- Experience within a Product-Led Growth organization
- Direct experience within the Customer Success or CX industry
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