Job Description
This role is the lead for implementing strategic renewal initiatives and ensuring the timely and successful renewal of software contracts. This is a player/coach role engages with customer during the renewal process and work closely with global as well as regional functions to design and implement company best practices in the region.
Responsibilities
· Coordinate and manage the end-to-end process of maintenance contract renewals.
· Execute the renewal strategy to maximize customer retention and revenue growth – reducing churn and increasing ACV.
· Provide accurate monthly and quarterly forecasts and opportunity updates on a weekly basis.
· Ensure the timely and successful renewal of software contracts
· Mentor and manage the renewal specialists, fostering a collaborative and high-performance work environment.
· Provide guidance, training and coaching to team members to enhance their renewal negotiation and customer engagement skills.
· Work closely with the Near-Shore/Off-Shore Renewals team(s) to maximize productivity and efficiency.
· Maintain organized and up-to-date records of all contract renewal activities
· Utilize data-focused insights to track and analyse renewal rates, identify trends and recommend improvements to maximize recurring revenue (increase ACV), identify up-sell opportunities and reduce churn.
· Partner with cross-functional teams, including sales, customer success and finance to align renewal strategies with overall company goals.
· Proactively engage with customers to address concerns, answer questions and identify upsell and cross-sell opportunities.
· Oversee the negotiation of software contracts renewals, ensuring favorable terms for both customers and the company.
· Partner with legal and finance teams to ensure compliance with contract terms and financial objectives.
· Continuously evaluate and enhance the renewal process, streamline workflows, and identify opportunities for automation.
· Prepare regular reports and presentation for management on the renewal performance.
· Manage channel and partner renewals, including ensuring timely pricing to ensure optimal renewals.
· Maintain organized and up-to-date records of all contract renewal activities
Qualifications
To be successful
· Strong organizational skills and attention to detail, capable of managing multiple priorities and meeting deadlines.
· Proven ability to successfully steer cross functional initiatives.
· Exceptional communication and presentation skills with executive presence to confidently interact with senior leaders
. Strong data manipulation skills using Excel and BI tools
· Ability to build effective relationships across all levels of the organization.
· Ability to work well in high pressure situations
· 8+ years’ experience in renewals, sales, account management or equivalent customer facing role
· Strong sales history or meeting and exceeding quota.
· Finance background a plus – understanding of accounting and financial principles
such as Budgeting, ROI, Project Payback, Time Value of Money, TCO-based Selling
Skills and competencies
Project Management
Data Analytics and Tools
Forecasting and Reporting
Operational discipline and detail orientation
Communication
Collaborative & Inclusive
Change Ability
Influencing Skills
Intercultural mindfulness
Continuous Self-Improvement
Lives the IFS Values
Additional Information
Application Process: Interviews and selections will be conducted continuously. If you are passionate about making a difference and thriving in a dynamic and entrepreneurial environment, please apply by sending your resume and cover letter.