Senior Renewal Account Manager

The Senior Renewal Account Manager (SRAM) will own the end-to-end renewal process, from initial outreach to contract execution, for a complex, high value portfolio of on-premise Subscription and SaaS renewals within an assigned territory. This individual will directly engage with customers and resellers to maximize renewal value, ensure on-time renewals, and minimize customer churn. Using value-based sales and discovery techniques, the SRAM partners with the Sales and Customer Success teams to identify and execute expansion, upsell, and cross-sell sales plays.  The ideal candidate is highly proactive and results-oriented with exceptional verbal and written communication, negotiation, and strategic account management skills. This position reports directly to the Renewals Director for the region.

• Portfolio Management: Oversee and manage the quarterly and annual renewal portfolio and quota for a strategic account territory. 
• Revenue Optimization: Focus on growing the customer’s lifetime value, including maximizing renewal value, achieving high renewal and on-time renewal rates, uncovering and executing growth plays during the renewal cycle working closely with the sales team.  
• Risk Mitigation and Churn Reduction: Identify churn risks, develop strategies and "save plans" in collaboration with the Account team to mitigate churn and drive high renewal rates.
• Customer Engagement: Conduct Renewal Business Reviews and engage customers 120-180 days in advance of renewal establishing a regular customer cadence. Strong emphasis on serving as a trusted advisor, building relationships, and ensuring a high level of customer satisfaction.
• Negotiation and Proposal Development/Execution: Develop and execute value-based negotiation strategies, prepare quotes, proposals, close plans; address customer questions and objections.
• Operational Excellence: Maintain accurate renewal forecasts in Salesforce ensuring opportunity, quote, close plans are accurate, up-to-date, and compliant with internal policies and practices. 
• Cross-Functional Collaboration: Work effectively with cross-functional teams, including Sales, Customer Success, Finance, and Legal. 
• Product Knowledge: Develop a deep understanding of our software and SaaS product offerings, their use cases, licensing models to articulate the value proposition effectively to customers.
• Project and Programs:  Considered a SME in the role and contributes consistently to special projects, programs, and promotions that further the success of the broader renewals team. 
• Leadership activities:  Assist Renewals Director with new hire onboarding and enablement and mentor junior RAMs on best practices. 

• Typically six (6) years of renewal sales experience with a software (SaaS) company.
• Demonstrated ability to effectively communicate (verbal and written) with C-Level contacts.
• Proven strong time management and organizational skills with high attention to detail.
• Highly assertive, autonomous self-starter comfortable working in a fast-paced environment.
• Must possess a collaborative spirit and the ability to work effectively cross-functionally.
• Broad experience with Microsoft Office or Google Apps including reviewing and building spreadsheets using Microsoft Excel (or Google Sheets). 
• A four-year degree in Business or equivalent professional experience.

Base Salary Range: $63,700–$91,000 + variable commission 

In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.