Renewals Manager

Job Summary

As a Renewals Manager (RM), you will play a pivotal role in maximizing recurring revenue through renewals. This involves executing strategies, collaborating with account teams, coaching for growth, ensuring efficient processes, negotiating contracts, and setting a positive example for Customer Success Managers (CSMs) and cross-functional teams. This role demands strong problem-solving skills, attention to detail, and the ability to work both independently and as part of a team. You will also act as a mentor to less experienced team members, contribute to project planning and delivery, and ensure high standards of customer satisfaction.

Key Duties & Responsibilities

• Enhance product knowledge and communicate the Darktrace ActiveAI Security Platform's unique technology differentiators to customers.
• Conduct regular reviews for both short-term (0-3 months) and long-term (3+ months) deals, developing proactive risk mitigation plans for at-risk deals, and keeping renewal notes meticulously updated in Sparta.
• Lead negotiations and strategy for Tier 1 and Tier 2 renewals, apply renewal uplift policies, strive to maximize term lengths, and identify and price upsell opportunities to drive customer expansion.
• Provide accurate renewal and expansion forecasts to the Renewal Director or VP on a weekly basis, and collaborate effectively with CSMs, sales, and technical teams to promote alignment and clear communication.
• Mentor more junior team members by sharing best practices and helping ramp up new team members, and serve as a commercial resource to customers on renewal proposal calls.

Qualifications & Experience

• Proven experience in managing and renewing customer portfolios, including risk mitigation.
• Expertise in commercial strategy, including negotiation and upsell opportunities.
• Ability to deliver accurate forecasts and manage renewal processes efficiently.
• Excellent collaboration and communication skills, with experience working across cross-functional teams.