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Job Category
Customer Success
Job Details
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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
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In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.
At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $85,190 - $113,960 annually. Your recruiter can share more about the specific salary range for the job location during the hiring process. There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $93,730 - $125,370 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.