Overview:
The Director of Renewals will be responsible for providing guidance and leadership to a highly motivated team of Renewals Managers based regionally that focus on renewing and managing existing accounts across APJC. This role is available in Singapore or Sydney.
Strong sales, customer management, business acumen, and the ability to quickly assess and understand a customer's needs are essential to success in this role. Working with cross functional GTM leaders, the team will play a pivotal role in renewal and retention of customers by carefully managing and monitoring their customer base, outreach, forecasting, and implementing the correct renewal strategy.
What you will do:
- Lead, guide and develop a regional Renewals team that is focused on customer success, retention, upsells and cross sells.
- Guide the team through renewal opportunities, forecasting, negotiation, and close of renewals prior to contract expiration.
- Accurately forecast projected revenue attainment and performance of the Renewals team.
- Mentor team members through observation of their work and develop learning plans to improve their abilities, skills, and knowledge of the Cloudflare platform, renewal strategies, and client-facing skills.
- Work with GTM leaders to drive sales through optimizing processes, training of the team, and development of a culture of collaboration, learning, and success.
- Drive monthly/quarterly updates and quarterly business reviews.
- Potential travel up to 25%
The ideal candidate will possess the following experience and skills:
- 7+ years of progressive leadership experience in Customer Success, Renewals, or Sales
- 10+ years of commercial experience in the full sales cycle within the high-tech/SaaS industry, specifically managing complex accounts
- 5+ years leading a regional team across APJC
- Proven track record of driving significant year-over-year growth in retention rates, upsells, and renewal revenue targets.
- Expertise in forecasting, financial modeling, and using CRM/Forecasting tools to provide executive-level revenue projections and business insights.
- Exceptional skills in executive-level negotiation and successfully navigating complex customer objections, legal, and procurement challenges to secure win-win outcomes.
- Demonstrated ability to thrive in a constantly changing, rapidly evolving global work environment and competitive industry.
- Bachelor's Degree in Business, Finance, or a related field; an MBA or equivalent advanced degree is highly desirable.
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What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business.
Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
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We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
