Renewals Specialist

About You

• Motivated, goal-oriented - capable of swiftly adjusting and responding to potential quick changes in priorities and organizational strategies
• Comfortable in a fast-paced, high-volume environment
• Able to balance competing priorities across multiple deals simultaneously
• Highly effective in process management with a keen attention to detail

In this job, you will bring these skills

• Excellent executive level communication and presentation skills.
• Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business.
• Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level.  
• High competency in SaaS pricing and licensing options.
• Experience in a quota carrying role with proven achievement.
• Ability to project manage the renewal cycle, pulling in necessary resources.  
• High degree of creative ability, analytical and business skills, and independent judgment.
• Proficiency with Salesforce.com (Gainsight is a plus)

Role Responsibilities + Deliverables

• 2+ years working in Renewals / Customer Success role
• Proficient in negotiation and overcoming objections, enabling value-focused contract discussions
• Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per Gross Revenue Retention targets.
• Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing customer trust, with a preference for early, multi-year renewals.
• Utilize data to steer impactful discussions with customers.
• Coordinate closely with assigned Account Executives to identify opportunities to up-sell/cross-sell into the renewal.
• Develop a deep understanding of the customer procurement process.
• Monitor and accurately report on customer accounts, renewal pipeline, gross retention and renewal forecasts on a rolling basis.
• Partner with channel to provide positive partner experience and promote good relationships

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At Abnormal Security certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.