Box - Senior Renewals Manager
Requirements
• We are an AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10X your impact at Box. • Experience negotiating $100k - $1M deals with complex commercial terms while navigating internal stakeholder requirements • 5+ years B2B Enterprise Sales, Renewals, Enterprise Account Management, Procurement/contracting experience, or an equivalent customer facing role • Experience with consumption based pricing models (AI units, API calls) or variable demand models is a big advantage • Ability to make thought out decisions in the spirit of the strategic direction of Box while meeting the needs of supporting internal teams. • Strong oral and written communication skills • Ability to acquire an understanding of the general functions of other divisions and their role in assisting with Renewals • Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.
Responsibilities
• Engage with Box’s most strategic customers to ensure they have a seamless renewal experience and realise the current and future value they receive from the content cloud • Manage approx 100 customer renewals per year • Engage in consultative discovery conversations to uncover account expansion opportunities, solidify current product investments, and negotiate multi-year subscription opportunities. • Coordinate across an internal set of multi-functional stakeholders such as accounting/finance, professional services, account executives, customer success, channel management, legal, and the deal desk to ensure maximum revenue is achieved within the renewal event • Create proposals, prepare contracts, and drive full agreement to closure • Accurately forecast renewal outcomes on a monthly and quarterly basis in SFDC
Benefits
• Box renews thousands of customers and hundreds of millions of dollars of subscriptions each year. For our largest and most-strategic customers the renewal period is to re-entrench our position and drive for customer expansion. Box needs you to drive the renewal process for some of our largest and most-strategic customers, working in collaboration with the Sales and Customer Success team to maximize value to the customer and revenue to Box. • This includes driving the renewal strategy, customer communication, negotiation, preparing of pricing options, identifying expansion opportunities, revisions to terms and conditions, preparing quotes, and obtaining contract signatures. • Box Benefits package includes pension, medical and dental coverage. We have a robust wellness program including 25 days of vacation (plus your birthday off!) and subsidized gym membership. There is such a thing as a free lunch, you can order from a daily menu along with lots of snacks and drinks. EMEA HQ office is located in the impressive White Collar Factory on Old Street; www.whitecollarfactory.com and other European offices in Paris, Munich, Amsterdam, and Warsaw. • EQUAL OPPORTUNITY • EQUAL OPPORTUNITY
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