Senior Manager, Renewals

Datacor

21h

About The Position

Datacor is the leading provider of software solutions, including ERP, CRM, Asset Tracking, Simulation and Formulation, to the process manufacturing space. We are on a mission to better equip the industry with software solutions and move it forward by building thoughtful, intuitive products that solve our customers’ most difficult problems. We are passionate about serving our customers and helping them use data as a competitive advantage. Our customers make products that extend and sustain lives by sanitizing, fertilizing, beautifying, cleaning, and recycling the world we live in. We at Datacor help our customers make those products you use every day more safely, cost effectively and more efficiently through our technology platforms and applications. The Senior Manager, Renewals is a lead role in the Customer Success and Growth organization at Datacor. The Senior Manager is responsible for a team of renewals professionals dedicated to protecting and growing revenues in their designated territory. The Senior Manager is responsible for leading the vision and strategy for their team’s activities, including identifying and forecasting attrition risk, design and execution of renewals strategy in territory and working with leaders in Sales and Customer Success. The successful candidate will have excellent communication and Interpersonal skills, a strong understanding of Salesforce CRM, and previous experience in a leadership role. The Senior Manager, Renewals is responsible for ensuring that their team is focused on minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and passing their findings and data insights back to the business. The Senior Manager is responsible for ensuring that their team and their customers are set up for success while maximizing the financial results for Datacor.

Requirements

Previous experience of leading, developing and mentoring a team for success
Proven track record of overachievement of quota and KPIs
Strong organizational, operational and analytical skills
Demonstrated ability to effectively articulate a value proposition
Possess exceptional negotiation skills that allow for value-based contract negotiations at the CXO level and be an effective mentor to pass these skills to your team via regular training and coaching sessions.
Excellent financial acumen, process and policy management skills
Strong customer management skills including soft skills. Ability to demonstrate a strategic mindset to enable persuasive conversations with customers.
Experience with salesforce.com essential.
Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
Ability to work in a fast-paced and an often rapidly changing environment
Bachelor's Degree
Must be able to travel 3-5 times a year to attend team meetings

Nice To Haves

Experience negotiating complex multi-year contracts at the executive level.
Experience with converting customers from Perpetual to Subscription contracts.
Experience with an enterprise CRM or customer service application.
Strong understanding on contract terms.
Ability to manage transactions through different stages using technology.
Possess solid negotiation skills that allow for value-based contract negotiations at the CXO level

Responsibilities

Lead team of dedicated renewals professionals.
Initiates and develops strong alignment with key stakeholders at the executive level in order to influence other teams to help to shape policy/process, identify gaps and proactively address them.
Support direct reports by participating and leading in client meetings and engaging other corporate resources as required.
Be a trusted advisor to Sales and Customer Success leadership
Ongoing mentoring and development of Renewals team
Build a Monthly meeting cadence with Sales and Customer Success leadership
Weekly forecast meetings with the team to drive forecasting excellence and accuracy.
Develop and educate on best practice across the team
Embrace the use of AI tools to automate manual processes where appropriate
Achieve or exceed attrition and uplift targets.
Develop and execute win/win negotiation strategies for all contract renewals that maximize contract value while protecting and enhancing customer trust.
Maximize account growth opportunities by ensuring that their team is playing an active role on the extended account team and helping to identify incremental opportunities upon contract renewal.
Own, drive and manage the renewals process in collaboration with internal stakeholders .
Take a lead role in collaborating with internal resources (Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals.
Ensure that your team is effectively Identifying customer requirements, uncovering roadblocks, and demonstrating strong account management and commercial capabilities to drive their renewal events to on-time closure and customer success
Provide executive management with complete visibility to renewals and solicit executive involvement as required.
Communicate risk clearly and take the lead in developing resolution strategies.
Accurately maintain and accurately forecast a rolling 120 day forecast of renewals
Ensure that your team adheres to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting
Ensure your team achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue
Develop your team or teams in terms of mentorship, knowledge, confidence and career paths, engage in regular 1:1’s with all employees in your team.
Assist in the annual renewal planning process for the team(s), including the calculation of annual renewal rates, term length and price increase targets.