Principal Renewals Manager

Job Category

Customer Success

Job Details

The Slack Principal Renewals Manager is responsible for owning and completing a portfolio of high value and strategic renewal contracts in an assigned territory. Slack Principal Renewals Managers partner closely with internal team members such as Sales, Regional Leaders, and Customer Success & Growth (CSG) organisations to secure every renewal. They are responsible for minimising financial attrition, locking in the most favourable terms, identifying growth opportunities and passing their findings and insights back to the business. Principal Renewal Managers are responsible for ensuring that their customers are set up for success while maximising the financial results for Salesforce.

**Responsibilities**:

- Develop and implement win/win negotiation strategies for medium and large account contract renewals that increase contract value while protecting and improving customer trust.
- Partner with Account Executives to fully understand and develop a clear renewal strategy for each customer based on data driven decisions
- Improve account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal.
- Own, drive and lead the renewals process in collaboration with the account team
- Achieves financial and strategic targets for minimising attrition, positioning favorable terms and boosting incremental revenue via up-sells, cross-sells and add-ons
- Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc...) to develop comprehensive 'win' strategies for renewals.
- Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to timely closure.
- Provide executive management with complete insight to renewals and solicit executive involvement as the need arises.
- Accurately maintain/update a rolling 120 day forecast of renewals in your territory and ensuring any uncovered risk is clearly communicated in order to develop resolution strategies
- Follow and adhere to standard methodologies for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and Forecasting

**Required Skills/Experience**:

- Shown success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.
- Outstanding negotiation and objection handling skills that allow for value-based contract negotiations at the CXO level.
- Exceptional Customer engagement skills
- Strong process management, financial savvy, and adherence to policy
- Ability to react and adapt to potential rapid shifts in priorities and organisational policies

**Desired Skills/Experience**:

- Experience negotiating sophisticated multi-year services contracts.
- Ability to manage transactions through different every stages
- Willingness and the desire to tackle additional tasks or pilot projects that are helpful to the department or to the organisation

Slack has transformed business communication. It’s the leading channel-based messaging platform, used by millions to align their teams, unify their systems, and drive their businesses forward. Only Slack offers a secure, enterprise-grade environment that can scale with the largest companies in the world. It is a new layer of the business technology stack where people can work together more effectively, connect all their other software tools and services, and find the information they need to do their best work. Slack is where work happens.

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