Black Duck Software, Inc. - Renewal Manager
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Requirements
• Experience in account management, renewals, or customer success in a SaaS or technology environment. • Proven ability to manage multiple accounts and prioritize tasks effectively. • Strong communication and negotiation skills with a customer-centric approach. • Experience with CRM systems such as Salesforce; familiarity with renewal tools like Clari is a plus. • Analytical mindset with the ability to interpret customer health data and usage metrics. • Team players with the ability to collaborate across departments and work independently.
Responsibilities
• Own and manage the renewal process for an assigned portfolio of customers. • Engage with customers 120 days before their renewal date to discuss contract terms, value realization, and future needs. • Prepare and present renewal quotes, proposals, and contracts using Salesforce and other tools. • Collaborate with Sales, Customer Success Managers (CSMs) and Sales Engineers (SEs) to address customer questions or technical requirements. • Proactively identify and address at-risk renewals, developing strategies to mitigate churn. • Negotiate contract terms and pricing to ensure a win-win outcome for the customer and Black Duck Software. • Log all activities, updates, and customer interactions in Salesforce to maintain accurate renewal records. • Identify and pursue upsell and cross-sell opportunities during the renewal process. • Provide feedback to management on trends, challenges, and areas for process improvement.
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