Renewals Account Manager, Japan

AVEVA is creating software trusted by over 90% of leading industrial companies.

Job Title: Renewals Account Manager

Location: Tokyo, Japan

Employment Type: Full-time, Permanent

Reporting to: Renewals Sales Director (APAC)
Work Style: Hybrid (3 days at the office)

Benefits: Flex working hour system with core hours, up to 22 days annual leave, Maternity/Paternal Leave, Additional Leaves, Life Insurance, Retirement allowance, Group Term Life Insurance, Annual Health Checkup, Relo Club Employee Benefits, Well-being Support, Company’s Gift, Work anniversary leave, etc.
Language requirements: Bilingual to native level of Japanese language and full business level of English language are required
*candidates need to have permit to work in Japan

Role Summary                                        

The Renewals Account Manager is responsible for executing “large, complex or unique solution renewals" for the assigned markets or accounts.   You will play a key role in driving customer renewal engagement on a day to day basis performing account management responsibilities. 

You engage with AVEVA sales team and customers through a dynamic process to achieve renewal quota and business metrics focus on recurring business growth and retention of the existing customer base across assigned countries/region/industry sectors.

You collaborate openly, sharing any intelligence gained on your accounts, proactively addressing observation and mitigating operational and retention risks with your peer functions including customer success, technical sales and product sales.

Key Responsibilities                                                                  

• Achieve renewal quota and renewal objectives such as on-time renewals and escalated contract renewals.

• Develop and execute effective Meddpic renewal plans for accounts in conjunction with the Sales and Customer Success team

• Identify expansion opportunities and work closely with Customer to support the cross/up-selling opportunities or hand over the opportunities to the Sales Account Managers

• Responsible for renewals process from first contact to close for the assigned customers:

　　　- Understand customer requirements

　　　- Introduce customers to the renewal cycle/process

　　　- Create and issue renewals quotations

　　　- Forecast Renewals Opportunity status

　　　- Track and expedite purchase orders

　　　- Close renewals opportunities On-time

• Maintain accurate data in Salesforce.com regarding customer renewal information, renewal status and renewal reports.

• Establish and drive trusted customer relationships and ensure timely escalation of issues through to resolution.

• Build and maintain beneficial, positive relationships internally with Customer Success, Sales Account Managers and Channel Partners

• Other Duties may include:

　　　- Support evolving renewal processes aimed at improving renewal efficiency

　　　- Provide accurate reporting specifically for Late Renewals, Renewal migration and Churn including reasons for cancelation for analysis

　　　- Provide assistance to sales team related to global accounts that may exist in the territory.

　　　- Assist Business with any other activity required to fulfil role

Essential Capabilities                                             

• Proficient knowledge and the application of renewal process, policies and pricing

• Effectively manage multiple accounts and activities, maintaining momentum and customer satisfaction

• Proven direct sales experience, including building relationships with and selling to the enterprise level (calling on VP Operations, CTO, CIO and other Executives)

Essential Experience                                              

• 5 Years demonstrated success in a Technical Sales or Customer Success capacity, preferably within an Enterprise Software background.

• 2 Years demonstrated success in a Renewals, Inside Sales or Account Manager role, with an Enterprise Software background preferred.

• Proven ability to work at a detailed level with multiple cross-functional internal stakeholders as well as the customer to drive renewals performance

• SaaS and Industrial / Enterprise Software background preferred

• Experience selling into the Utilities, Energy, Process, Pharma, Food and Beverage, Discrete or Transportation industries preferred

Desirable Experience                                             

• Country/Industry/Domain Knowledge

• Experience using Salesforce preferred

Behaviors                                                                             

• Ability to travel to customer sites is required

• Deep knowledge of the industries, trends, and issues to effectively leverage our domain experts and sales team to meet customers’ business goals and renewal objectives

• Good communication skills [written, verbal, and listening], personal tact and diplomacy, and excellent problem-solving skills are mandatory

• Work strategically to realize account retention and expansion goals;  Sets and develops strategy

Japan Benefits include:

Flex working hour system, starting from total 22 days annual leaves, parental leave, additional leaves, Relo Club employee benefits, well-being support, life insurance, pension, company’s gift, education support.

It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

Find out more: aveva.com/en/about/careers/benefits/

Hybrid working

By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

Find out more: aveva.com/en/about/careers/hiring-process

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals, and minerals – safely, efficiently, and more sustainably.

We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/

Find out more: aveva.com/en/about/careers/

AVEVA requires all successful applicants to undergo and pass a drug screening and comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check.  Certain positions dealing with sensitive and/or third-party personal data may involve additional background check criteria.

AVEVA is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.  AVEVA provides reasonable accommodation to applicants with disabilities where appropriate. If you need reasonable accommodation for any part of the application and hiring process, please notify your recruiter. Determinations on requests for reasonable accommodation will be made on a case-by-case basis.