Renewals Manager

Summary

Join Sumo Logic as a Renewals Manager and lead the end-to-end renewal process for a portfolio of customers. You will partner with various teams to ensure seamless renewals, maintain accurate forecasts, and mitigate risks. Responsibilities include developing renewal strategies, identifying upsell opportunities, negotiating contracts, and communicating renewal status. This role requires strong collaboration, technical acumen, and experience in SaaS renewals. The ideal candidate will possess proven negotiation and closing skills, along with a passion for the commercial aspects of a SaaS business. Sumo Logic offers a competitive salary and benefits package.

Requirements

• 3-5+ years’ successful (i.e. consistently exceeding targets/quotas) experience driving on-time renewals in a SaaS organization (extra credit for experience in security, observability, or application performance management technology)
• Successful track record of developing strong collaborative relationships with internal organizations including customer success, sales (individual contributors and leadership), deal management, legal, finance, operations, etc
• Proven discovery, presentation, deal structuring, negotiation, and closing skills
• Demonstrated ability to build out and/or refine processes, systems, and programs to drive exceptional renewal and retention outcomes
• Strong technical acumen
• Proven experience developing and driving renewal close plans
• Experience effectively managing a pipeline and closing a large-volume of renewals of varying dollar amounts (i.e. very large and relatively small) with different customer types
• A passion for the commercial aspects of a SaaS business
• Self-motivated, proactive, energetic, humble, positive, team player
• High emotional IQ (EQ)
• Excellent communication skills. Excels in written, phone, and in-person communications
• Analytical thinking skills. Skilled at building pricing/usage models and constructing win-win renewal scenarios. Uses data and insights to drive plans and actions
• Bachelor’s degree or equivalent

Responsibilities

• Drive renewal success in partnership with Customer Success and Sales teams
• Consistently maintain accurate renewal forecasts (near and longer-term) by monitoring account health data, anticipating risk, and engaging with internal account teams; work with internal stakeholder groups to mitigate risk and develop renewal strategies and plans
• Leverage & refine key operational processes, programs, systems, and activities to drive excellent renewal outcomes
• Help Sales and Customer Success identify upsell/cross-sell opportunities as part of the renewal to maximize customer value and growth
• Develop, action, and manage internal account renewal plans (often in conjunction with the broader account plan) for applicable renewals
• When appropriate, actively engage with customer key decision-makers to identify/document customer buying process, requirements and uncover/address potential roadblocks
• Negotiate and execute renewal contracts (in partnership with other key Sumo Logic team members when applicable) that align to customer and Sumo Logic goals--driving, among other things, optimal gross dollar retention, net-dollar retention, and logo retention outcomes
• Be well-versed on key aspects of the customer relationship including customer adoption/usage, executive relationships, organizational structures, health, and other key data and trends, working with Customer Success to proactively address factors that would put a renewal at risk
• Communicate and report on renewal status and outcomes to all levels of Sumo Logic organization
• Develop excellent relationships with key Sumo Logic functions and team members including Sumo Logic customer success, sales, sales operations, deal management, finance, legal, etc
• Provide regular and accurate updates to leadership on renewal forecasts and trends

Preferred Qualifications

Experience in security, observability, or application performance management technology

Benefits

• Bonus or commission plans
• Benefits offerings
• The expected annual base salary range for this position is $86,100 - $105,000
• #LI-Remote