Principal Renewal Account Manager

Summary

Join Ivanti as a Principal Renewal Account Manager (PRAM) and be responsible for renewing a diverse portfolio of maintenance, subscription, and SaaS renewals for our largest Enterprise customers. You will work directly with the Ivanti Enterprise sales team, resellers, and customers. This role requires a proactive, self-starting individual with excellent communication skills. You will manage a quarterly and annual renewal portfolio, build and manage quotes and proposals, drive revenue growth, and act as a subject matter expert for all renewal-related activities. The PRAM will also track progress in Salesforce.com and contribute to team projects. This position reports to the Global Strategic Renewals Director.

Requirements

• Minimum seven years renewals sales experience with a software company
• Strong selling and negotiation experience
• Strong process-oriented work style
• Solid foundational knowledge of IT/software
• Demonstrated ability to effectively communicate (verbal and written) with C-Level contacts
• Strong organisational skills and attention to detail while maintaining speed of execution
• Experience leading cross functional team efforts

Responsibilities

• Proactively manage quarterly and annual renewal portfolio for assigned Enterprise customers
• Act as the focal point and subject matter expert for all renewals related activity including but not limited to leading internal POD discussions, coordinating Sales, Deal Desk/Sales Ops, Legal and Finance around renewal proposals and issues
• Independently build and manage quotes and proposals for complex deals for resellers and customers at least 120 days in advance
• Drive incremental revenue growth with assigned accounts by identifying cross-sell and upsell sales opportunities using value-based selling techniques
• Act as a subject matter expert and trusted advisor to Sales, customers and partners by consistently establishing value beyond the renewal interaction
• Maximize renewal value, ensure on-time renewals and mitigate cancellations
• Track quotes, phone calls and emails in Salesforce.com with high degree of accuracy and detail
• Handle complex customer objections and negotiate renewal contracts independently as required
• Provide highly accurate weekly/monthly/quarterly forecast of renewals pipeline
• Consistent contributor to team and assist management on special projects and promotions as requested
• May assist as Subject Matter Expert and mentor to new hires and junior RAMs