Manager, Renewals and Expansion

Summary

Join our team as we transition into the next phase of our journey and help us grow by owning and executing the global renewal strategy for all of Menlo Security's renewals and programs associated with maximizing revenue from our existing customer base.

Responsibilities

• Develop and implement programs and processes which align with objectives and drive on-time renewals
• Play a pivotal role in driving the execution of strategic initiatives and ensuring effective collaboration across cross-functional teams
• Retain and expand your team's ARR on a Quarterly basis, meeting or exceeding GRR and NRR targets
• Collaborate closely with senior leadership in sales and the GTM organization to align with the company’s strategic objectives and priorities
• Develop a strong partnership with customer shareholders, channel partners, and executive sponsors to drive product adoption, retention, and expansion through business value and relationship management
• Creatively own and standardize the global renewals and CS programs/initiatives on time, within budget and with high quality
• Manage a team of Menlo resources for all renewal activities from opportunity identification to negation and closure
• Understand customers’ and partners’ procurement processes to ensure a positive experience and high on-time renewal rates
• Analyze data and trends to identify growth opportunities and risk. Be able to present data to senior leadership in a clear and effective manner to determine the success of key initiatives and suggest areas for improvement
• Gain a deep understanding of typical business objections and challenges faced by our customers and creatively suggest ways to overcome those objections and challenges
• Be creative in maximizing recurring revenue through internal and external promotions, campaigns, and expansion strategies
• Address and associate business benefits to align with emerging and evolving needs
• Identify risks to renewals with our clients on an ongoing basis and collaborate with internal teams to remediate client concerns
• Monitor key performance metrics like customer satisfaction, risk trends, renewal rates, uplift percentages, SKU conversions, upsell/cross-sell lead identification, reference-ability, renewal likelihood, adoption, consumption, and customer engagement
• Leverage key metrics to build and refine a strategic plan to address decreases or negative changes in the metrics listed above
• Develop and maintain project plans for key CS initiatives…documenting timelines and budget while creatively mitigating risks and obstacles
• Provide strategic insights and recommendations to optimize processes, improve efficiency, and drive revenue growth
• Mentor and develop team members through 1:1s and regular check-ins; fostering a culture of accountability, collaboration, and continuous improvement with skill gap analysis