Renewals Operations Manager

VAST Data is the data platform software company for the AI era. Accelerating time-to-insight for workload-intensive applications, the VAST Data Platform delivers scalable performance, radically simple data management and enhanced productivity. The VAST Data Platform is a breakthrough for data-intensive computing that serves as the comprehensive software infrastructure to capture, catalog, refine, enrich, and protect data for real-time data analytics and deep learning. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying AI infrastructure across data center, edge, and cloud. When organizations are free of the never-ending tuning and downtime imposed by legacy systems insights are accelerated.

THE ROLE:

We are currently in search of a highly motivated and dedicated individual to join our dynamic Revenue Operations team. Reporting directly to the VP of Revenue Operations, this position plays a crucial role in ensuring the success and scalability of VAST Data’s sales organization and renewals business. The team is responsible for the end-to-end strategy, execution, and the operational foundation of the Renewals business, facilitating continuous growth. As a key leader in this role, you will contribute to building and scaling the Renewals organization. You will engage with executives, VPs, renewal leaders, finance partners, customer success, and other sales operations functions to establish efficient processes, systems, and operational infrastructure. Additionally, you will spearhead initiatives such as renewals forecast process, annual planning, QBRs, and other projects aimed at enhancing our Renewals organization. The technical role would be focused on 5 main areas:

1. Tools & Technology
2. Process & Policy
3. Reporting & Analytics
4. Support & Enablement
5. Key Initiatives

Tools & Technology

1. Act as the primary admin for all tools/applications our GTM teams use today to manage our renewal transactions, opportunities, subscriptions, and contracts including elements of Salesforce.com.
2. Collaborate closely with systems, IT, Finance, and Operations teams within VAST to execute technical aspects of projects or develop tools supporting Renewals operations.
3. Assist the Revenue Operations team in researching, evaluating, and implementing new tools/applications to support the WW renewals strategy.
4. Collaborate with Revenue Operations team members to ensure interoperability of renewals related tools & applications with other GTM related applications
5. Report out on tools utilization across the user base to ensure adoption and optimize spend.

Process & Policy

1. Work closely with Sales, Finance, Operations, and Revenue Operations ops teams to assess and streamline renewals related processes and policies across the business to promote: a) adoption / ease of use, b) scalability, and c) data integrity
2. Develop and implement renewals policies and processes in collaboration with stakeholders from IT, Operations, Finance, and Product Management to drive standardization, scale, and operational excellence.
3. Troubleshoot renewals related process errors / data issues and implement resolutions across business systems
4. Oversee all aspects of the renewals program, from inception to data analysis, program performance reviews, change management, and impact assessment.
5. Administer and manage internal renewals related processes include but not be limited to: renewals opportunity creation, renewals data validation, renewals forecasting, renewals order management, renewals quoting and discounting, renewals consolidation, downgrade and churn processing, etc.

Reporting & Analytics

1. Develop renewals related QBR analytics packages and reports for VAST’s Sales Leadership teams
2. Develop and maintain renewals related dashboards and reports in SFDC and Tableau
3. Serve as the go to person for renewals related one-off reports and help requests
4. Work closely with RevOps, Finance, and others to enact and maintain a master data management strategy to ensure the integrity of our GTM database

Support & Enablement

1. Act as a primary support resource across GTM teams for all renewals related help requests related to tools, process, and analytics.
2. Train new and existing team members on renewals related processes and policies as needed
3. Work with Sales Enablement to develop renewals related training content for new hire onboarding programs
4. Ensure adherence to VAST’s policies, communicate renewal risks, and take the lead in developing resolution strategies; represent the Renewals team on broader cross-functional projects.

Key Initiatives (with a focus on: tools, process, analytics, & enablement)

1. Customer Account & Agreements: Admin, MDM, & Analytics
2. SFDC Renewal Master Data Management & Data Validation
3. Renewal Opportunity Creation & Reconciliation with Finance
4. Customer Contract & Subscription Administration
5. WW Debooks & Deal Restructures Updates and Reconciliation
6. Renewal Quoting, Product Configuration, Pricing, and Discounting
7. Renewal Order Management & Administration
8. Renewal Amendments and Consolidation
9. Renewal Reporting & Analytics (renewal rates, churn, downgrades, etc.)
10. Renewal Forecasting & Pipeline Analytics
11. Real Time Reporting, Alerting, Dashboards, and Adv. Analytics

• 5+ years in Renewals/Sales Operations, Revenue/Business Operations, or similar role; Bachelor's degree or equivalent work experience.
• Preferred: Experience supporting Sales, Channel, and Sales Development functions.
• Preferred: Enterprise software or high-tech industry experience is a plus.
• Preferred: Intermediate to Advanced experience with Salesforce (SFDC), Tableau, Excel/Gsheets.
• Location: Remote in the United States.
• A relentless drive and a company-first mentality are essential.
• Demonstrated ability to structure and assess problems, execute high-level directives, and manage program impacts.
• Proven track record in program management, execution, change management, and cross-functional stakeholder management.
• Strong executive presence, communication, and facilitation skills, with experience engaging and partnering at all levels, including executives.
• Strength in researching, understanding, distilling, and communicating complex business issues, ideas, and analyzing business impact.
• Familiarity with/drive the Agile development and release methodologies, especially for the automation of business processes and improvements/redesigns.
• Ability to thrive in a culture of transparency and direct feedback.