AddressAbout CyberArk:
CyberArk (NASDAQ: CYBR) is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity - human or machine - across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world's leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit https://www.cyberark.com, read the CyberArk blogs or follow on Twitter via @CyberArk, LinkedIn or Facebook.
About this role:
Alongside CyberArk's broader Sales and Customer Success teams, our Renewal Managers are playing a critical role in CyberArk's customer CARE (Close, Adopt, Renew, Expand) strategy. As such, CyberArk is looking for Renewal Managers who are motivated, collaborative and process-oriented individuals to secure up-for-renewal dollars and identify possible expansion opportunities. Ideal candidates will exhibit high levels of business and sales acumen all the while maintaining a customer-first approach.
What you will do:
- Protect and Grow Annual Recurring Revenue (ARR) for the growing subscription and SaaS customer base by securing renewal contracts in advance of expiration.
- Engage customers in conversations to understand budgets, key stakeholders, approval processes and timelines.
- Understand customer needs and demonstrate account management capabilities to bring renewal to closure.
- Responsible for managing quote to close process for all renewals within an assigned territory.
- Accurately, review, prepare and present renewal sales quotes, 90 days in advance.
- Accurate quarterly forecasting
- Effectively defend against competitive pressures, within perpetual and SaaS environments, and uncover additional expansion opportunities.
- Partner closely with Customer Success to understand the health status of customers and drive adoption.
- Ownership of contract processes along with corresponding customer communications encompassing co-terming, upselling and multi-year options related to subscription renewals
- Provide Management and Renewals Operation Team with regular and accurate updates on renewal contract statuses and customer escalation requests when needed.
- Proficiency in navigating and nurturing Distribution and Channel relationships
- Communicate and effectively partner with Deal Desk, Sales Operations, Legal, Finance and Sales Management to navigate complex customer requests to bring renewals to closure.
- Meet and exceed annual and quarterly revenue goals
What you need to succeed:
- 5+ years of experience with software/subscription renewals - experience in SaaS environments a plus
- Ability to effectively present to and communicate with customers at the executive level
- Proficiency in contract negotiations and a consistent track record of quota achievement
- Excellent organizational and time-management skills
- Smart, bold but humble attitude and continuous improvement approach to align with CyberArk's values
- Excellent customer management skills; including sales, account management, and customer service.
- Ability to identify areas of process improvement and efficiency
- Proficiency in SFDC, CPQ, Microsoft Office Suite is preferred
CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.
The salary range for this position is $67,000 – $95,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.
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