Senior Renewals Manager, MuleSoft

The MuleSoft Senior Renewals Manager is responsible for owning and executing a portfolio of renewal contracts in an assigned territory. Senior Renewal Managers partner closely with internal stakeholders such as Sales, Regional Leaders, and Customer Success & Growth (CSG) organizations to secure every renewal. They are responsible for minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities, and passing findings and insights back to the business — all while ensuring customers are set up for success and maximizing financial results for Salesforce. Responsibilities Develop and execute win/win negotiation strategies for medium and large account contract renewals that maximize contract value while protecting and enhancing customer trust Partner with Account Executives to fully understand and develop a clear renewal strategy for each customer based on data-driven decisions Maximize account growth opportunities by playing an active role on the account team and helping to identify incremental opportunities upon contract renewal Own, drive, and manage the renewals process in collaboration with the account team Collaborate with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.) to develop comprehensive "win" strategies for renewals Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewals to on-time closure Provide executive management with complete visibility to renewals and solicit executive involvement as required Accurately maintain and update a rolling 120-day forecast of renewals in your territory, ensuring any uncovered risk is clearly communicated in order to develop resolution strategies Follow and adhere to best practices for all internal processes including Opportunity Management, Data Quality and accuracy, Quotations, and Forecasting Adopt new initiatives and programs proactively and act as a subject matter expert and mentor to other members of the extended team Engage in strategic account planning with key stakeholders at AVP/RVP level to ensure accountability across teams; act as a Renewals brand ambassador Achieve financial and strategic targets for minimizing attrition, positioning favorable terms, and boosting incremental revenue via up-sells, cross-sells, and add-ons Required Skills/Experience 5+ years of demonstrated success in Sales, Renewals, Operations, or Account Management with a strong focus on negotiating contracts Exceptional negotiation and objection handling skills, including value-based contract negotiations at the CXO level Strong customer engagement, process management, and financial acumen Ability to react and adapt to potential rapid shifts in priorities and organizational policies Experience with Salesforce.com required Bachelor's Degree Desired Skills/Experience Knowledge of Salesforce/MuleSoft product and platform features, capabilities, and best use Experience negotiating complex multi-year services contracts Experience with an enterprise CRM or customer service application #J-18808-Ljbffr Salesforce, Inc..