Renewal Account Manager

Summary

Join Ivanti's Global Renewals team as a Renewal Account Manager (RAM) and play a pivotal role in renewing maintenance, subscription, and SaaS agreements. Collaborate with sales teams, resellers, and customers to foster lasting relationships and ensure smooth renewals. You will manage a portfolio of accounts, prepare quotes, track interactions in Salesforce, handle objections, and collaborate with internal teams. Your efforts will directly contribute to Ivanti's mission of providing innovative solutions. This role requires strong communication, negotiation, and time management skills, along with a minimum of 2 years of experience in renewals sales within a software company. Success in this role will involve achieving individual and team performance targets, monitoring customer satisfaction, and providing training and support.

Requirements

• Minimum of 2 years in renewals sales within a software company
• Proven skills in managing time effectively in a fast-paced sales environment
• Strong verbal and written communication skills; able to engage with stakeholders at all organizational levels
• Excellent organizational abilities with a keen attention to detail and capacity to manage multiple tasks simultaneously
• Capability to collaborate effectively as part of a cross-functional team

Responsibilities

• Oversee the annual and quarterly renewal portfolio for a wide range of accounts within the assigned territory, balancing diverse spending levels to optimize overall renewal performance
• Actively work to enhance the value of renewals, ensuring that they are completed on time while proactively addressing potential cancelation risks
• Prepare and dispatch quotes to resellers and customers at least 90 days prior to renewal dates, ensuring ample time for review and adjustment
• Maintain organized records of all customer interactions, including quotes, correspondences, and follow-ups, within Salesforce.com for effective pipeline management
• Independently address common customer objections and negotiate renewal contracts using effective, value-based objection handling techniques to secure renewals
• Work collaboratively with various internal teams, including order management, finance, legal, and accounts receivable, to facilitate smooth renewal processes
• Provide detailed and accurate forecasts of the renewals pipeline on a weekly, monthly, and quarterly basis to inform business strategy and operations
• Strive to maintain a high rate of on-time renewals while actively working to reduce the backlog of overdue renewals
• Identify additional sales opportunities, including cross-selling and upselling initiatives, utilizing foundational value-based selling techniques to maximize account growth
• Cultivate and maintain strong relationships with customers and partners to ensure that their expectations are not only met but exceeded
• Clearly articulate and uphold company policies and best practices with customers and partners, ensuring alignment and understanding across all interactions
• Execute on the above essential functions with a focus on achieving both individual and team performance targets
• Monitor and analyze customer satisfaction metrics to foster continuous improvement in the renewal process
• Provide training and support to customers on renewal offerings and processes to enhance their experience
• Regularly report on renewal performance metrics and progress towards strategic objectives to management

Preferred Qualifications

Proficiency in Spanish (spoken/written) at a B2 level or higher

Benefits

Professional development and career growth