Director/Regional Vice President, Renewals
Salesforce.com, inc
Bangalore,India
24d ago

Job Details

The Director / Regional Vice President (RVP), Renewals is a lead role in the Customer Success and Growth organization at Salesforce.

The Director / RVP is responsible for leading one or multiple teams of renewal professionals dedicated to protecting and growing revenues in their designated territory.

The Director / RVP is responsible for leading the vision and strategy for their team’s activities, including, identifying and forecasting attrition risk, design and execution of renewals strategy in territory and working with leaders in Sales and Customer Success.

The successful candidates will have excellent communication and Interpersonal skills, a strong understanding of Salesforce products and culture and previous experience in a leadership role.

The Director / RVP, Renewals is responsible for ensuring that their teams are focused on minimizing financial attrition, locking in the most favorable terms, identifying growth opportunities and passing their findings and data insights back to the business.

Senior Directors are responsible for ensuring that their team and their customers are set up for success while maximizing the financial results for Salesforce.

Responsibilities

  • Lead one or multiple teams of dedicated renewals professionals and Initiate and develop strong alignment with key stakeholders at the executive level in order to influence other teams to help to shape policy / process, identify gaps and proactively address them.
  • Support direct reports by participating and leading in client meetings and engaging other corporate resources as required as well as ensuring the ongoing mentoring and development of the team
  • Be a trusted advisor to Sales and Customer Success leadership in your territory and build a Monthly meeting cadence with Sales and Customer Success leadership within your territory
  • Weekly forecast meetings with the team to drive forecasting excellence and accuracy and develop and educate on best practice across the team
  • Maximize account growth opportunities by ensuring that their team is playing an active role on the extended account team and helping to identify incremental opportunities upon contract renewal.
  • Take a lead role in collaborating with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.
  • to develop comprehensive 'win' strategies for renewals.
  • Ensure that your team is effectively Identifying customer requirements, uncovering roadblocks, and demonstrating strong account management and commercial capabilities to drive their renewal events to on-
  • time closure and customer success

  • Provide executive management with complete visibility to renewals and solicit executive involvement as required and communicate risk clearly and take the lead in developing resolution strategies.
  • Ensure that your team adheres to best practices for all internal processes including, but not limited to, Opportunity Management, Data Quality and accuracy, Quotations and maintaining an accurate rolling 120 day Forecasting cadence
  • Ensure your team achieves financial and strategic targets for minimizing attrition, positioning favorable terms and boosting incremental revenue via up-
  • sells, cross-sells and add-ons and assist in the annual renewal planning process for the team(s), including the calculation of annual renewal rates, term length and price increase targets

    Required Skills / Experience :

  • 10 or more years of demonstrated success in a Sales, Operations, or Account Management capacity with a strong focus on negotiating contracts.
  • Previous experience of leading, developing and mentoring a team for success
  • Proven track record of overachievement of quota and KPIs and strong organizational, operational and analytical skills
  • Demonstrated ability to effectively articulate the Salesforce value proposition. Experience withsalesforce.comessential.
  • Possess exceptional negotiation skills that allow for value-based contract negotiations at the CXO level and be an effective mentor to pass these skills to your team via regular training and coaching sessions..
  • Excellent financial acumen, process and policy management skills
  • Strong customer management skills including soft skills. Ability to demonstrate a strategic mindset to enable persuasive conversations with customers.
  • Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
  • Ability to work in a fast-paced and an often rapidly changing environment and must be able to travel 3-5 times a year to attend team meetings
  • Bachelor's Degree
  • Desired Skills / Experience :

  • Knowledge ofsalesforce.comproduct and platform features, capabilities, and best use
  • Experience negotiating complex multi-year services contracts.
  • Experience with an enterprise CRM or customer service application.
  • Ability to manage transactions through different stages using technology.
  • Possess solid negotiation skills that allow for value-based contract negotiations at the CXO level
  • Experience negotiating complex multi-year services contracts
  • Leadership Qualities :

    PASSION : Passionate about Customer Success

    BEGINNERS MIND : Always learning, approaches each interaction with open mind, great listener and hands-on

    THOUGHT LEADER : Strong point of view and executive presence. Confident, but not arrogant, great storyteller

    URGENCY : Ability to move fast and drive business value and results

    OHANA : Embodies Aloha culture : A team player that everyone enjoys working with and has a generous heart

    TRUST : Trust the company’s core values

    ADAPTABLE : Excels in high levels of uncertainty and change

    About Salesforce :

    Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way.

    The company was founded on three disruptive ideas : a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model.

    These founding principles have taken our company to great heights, including being named one of Forbes's "World's Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies to Work For" eight years in a row.

    We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce.

    Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.

    Posting Statement

    Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

    Headhunters and recruitment agencies may not submit resumes / CVs through this Web site or directly to managers. Salesforce.

    com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-

    party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.

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