Renewals Manager

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category Customer Success Job Details About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. The Experience The Renewals Team is responsible for managing and forecasting the entire book of renewals business. They forecast and track renewals trends and highlight adoption issues for the company. The Renewals team partners with sales, customer success manager and support to execute retention strategy. They are responsible for conducting account review, risk assessment and due diligence while developing a renewal strategy. Renewal team members take ownership and maintenance of all renewal opportunities (direct customers and indirect through resellers), forecasting, negotiation, generate upsell/cross sell opportunities, engaging internal resources and closing renewals prior to contract expiration. As a Scale Renewals Manager you start to handle a large number of renewals. Volume of contracts managed each month tends to be around 50 ~ 100(depends on assigned territory) for Direct and Reseller’s customers in Japan, Korea and Taiwan. You own driving the renewal to completion. You partner with the account team and develop a renewals strategy for every customer. You build quotes, review contract terms, negotiate pricing, look for up-sell opportunities, and handle objections. It is also needed to plan how to improve the current operation process and manage some contractors or outsource partners who are doing renewal management for small size of contracts . You will be measured on renewal rate, contract term length, and KSO (Key Strategic Objectives) driving specific sales goals of your renewals and ability to negotiate favorable terms. What You'll Actually Be Doing • Drive all managed renewals thoroughly in assigned territory by identify risk as early as possible as well as generating revenue growth opportunity via add-on, upsell, upgrade, price adjustment (working location is Japan Tokyo Office) • Achieve or exceed monthly renewal targets and provide senior management with an accurate forecast and risk analysis of all assigned accounts • Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing the customer relationship • Build strong working relationships across Sales and Customer Success Group Leadership • Closely monitor at risk accounts. Work with Customer Success, Support, and Services leadership to resolve customer issues and help remove barriers for the team • Serve as point of escalation for critical customer issues; provide summary of the overall ‘health’ of the account and use of our services • Answer customer questions and successfully negotiate issues related to renewal contracts • Attend and lead monthly regional calls to discuss renewal forecast, top renewals, at risk accounts (if required) • Managing some contractors or outsource partners to deal with high transaction volume customers. • Help develop and educate renewal best practices across the team • Maximize account growth opportunities by playing an active role on t