Senior Renewal Manager

Summary

Join Anaplan as a Senior Renewal Manager and contribute to the success of a leading scenario planning and analysis platform. You will manage a portfolio of renewals, ensuring timely and successful execution of renewal processes and contract execution. This role involves direct customer interaction through video conferencing, email, phone, and in-person meetings (when possible) to support the renewal deal cycle. You will collaborate with Customer Success and Sales teams to provide seamless customer support during renewals, particularly those involving expansion or add-on opportunities. This position requires strong negotiation skills, a deep understanding of deal support and commercial topics, and the ability to acquire knowledge of Anaplan's products and their value to customers. You will also need to understand Anaplan's corporate goals and objectives and incorporate them into the design of renewal offers.

Requirements

• A “Customer First” perspective and ethos
• 3 + years of SaaS renewals, sales, customer success, or account management experience, preferably within an Enterprise SaaS organization
• Excellent understanding of most Deal Support/Commercial topics (pricing, deal structuring, contracting, etc.); familiarity with basic revenue recognition policies a plus
• Excellent understanding of legal conditions
• Strong negotiation skills
• The ability to acquire knowledge of our products and the value they provide to Anaplan’s Customers
• The ability to acquire a thorough understanding of Anaplan’s corporate goals and objectives and consider these goals/objectives within the design of Renewal offers
• Ability to organize, prioritize, complete activities, and meet deadlines on a daily basis
• Must have strong oral and written communication skills – bilingual Japanese and English

Responsibilities

• Manage a portfolio of renewals ensuring successful, on-time, execution of renewals processes and Contract Execution
• Work directly with Customers; either via online video conference, email, telephone, or in person (when possible) to support the renewal deal cycle
• Partner with Customer Success and/or Sales team to provide seamless customer support during renewal cycle – especially in those Renewal cycles that include Expansion or Add-On Opportunity
• Successfully negotiate all issues related to renewals
• Manage the commercial aspects of Customer conversions from Anaplan’s Legacy Products to newer Offerings – including strategic reviews of current Customer landscape and conversion offers that optimize Customer’s utilization of Anaplan
• Respond to questions from Customer and/or Go To Market Organization (internal) on any aspect of renewal
• Review, interpret and confirm contract terms and conditions; work closely with finance, deal desk, and legal teams to ensure all contracts are accurate. Verify compliance with internal policies (and external regulations)
• Processing of standard and complex quotes, auto-renewal notices and orders utilizing SalesForce.com
• Maintain an accurate 180 day rolling forecast of renewals within your territory
• Archive and maintain all contractual documentation
• Resolves problems through research, consulting with internal support teams, to identify the appropriate tools for success

Preferred Qualifications

• Requires a 4-year college degree
• A minimum of 5 years professional experience – with at least three years’ experience in renewals, sales, account management or equivalent customer facing role in High-Tech or Software Industry
• Requires proficiency with computer applications, such as Windows, Excel, and Word and CRM systems – SFDC experience a plus