Renewals Manager

We’re looking for a Renewal Manager to lead the end-to-end renewal process for a portfolio of Sumo Logic customers, including customer engagement, renewal strategy, negotiation, and contract administration. You’ll be a key partner to the Account Manager, Customer Success, and Sales Operations teams, ensuring a proactive and seamless approach to the renewal process for our existing customers. 

As a key member of the Account Management Team, Reporting to Sales Vice President, you will:

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.

Successful Candidate Will Have/Be:

• 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 …