Enterprise Renewals Manager

Job Description

Get to know OktaOkta is The Worlds Identity Company. We free everyone to safely use any technologyanywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - were looking for lifelong learners and people who can make us better with their unique experiences. Join our team! Were building a world where Identity belongs to you.As a Renewal Manager, you will be responsible for managing and renewing customer contracts to ensure customer retention and revenue growth. You will work closely with sales, customer success, and other cross-functional teams to develop and execute renewal strategies. The Renewal Manager is a customer-facing role and understands its not just a transactional role, but a strategic role in capitalising on the opportunity to validate their value with Okta as well as renew their service for another term.Below outlines some key attributes for a Renewals Manager:

• Customer Relationships: Build and maintain strong relationships with customers, understand their needs, and proactively engage with them to ensure timely renewals. Provide excellent customer service and address customer concerns or issues in a timely and satisfactory manner.
• Sales and Negotiation Skills: Demonstrate strong sales and negotiation skills to successfully renew customer contracts at favorable terms. Identify upsell and cross-sell opportunities to drive revenue growth. Prepare and deliver compelling sales presentations to customers to articulate the value of renewing their contracts. Understand the best strategies for objection handling.
• Analytical and Strategic Thinking: Analyse data and metrics to identify renewal risks, opportunities, and trends. Develop and execute strategic renewal plans tailored to each customers unique requirements, including contract terms, pricing, and product/service offerings.
• Collaboration and Teamwork: Collaborate with internal teams, such as sales, customer success, and legal, to ensure a seamless renewal process. Work closely with the sales team to align on account strategies, identify customer expansion opportunities, and resolve any customer-related issues.
• Organization and Time Management: Manage a large portfolio of customer contracts and renewals, ensuring timely follow-up, documentation, and completion of renewal activities. Prioritize tasks and manage time effectively to meet renewal deadlines and achieve renewal targets.
• Solution Knowledge: Utilise strong knowledge of Oktas solutions, products, contract structures to position the best renewal options and minimise friction in the renewal process. Understand value-based positioning and can link and communicate it to C-Suite personnel as well as procurement. They are skilled in objection handling and positioning new products and support products.
• Forecasting: Responsible for seeking and utilising information in our systems and from the account team to forecast renewals both short and long term.
• Team: Work closely with the local and global team to share win and loss stories, operational improvements and other initiatives to improve the team.

You would be Ideal for this role if you have:

• Experience in renewals, customer success, sales, account management or equivalent customer-facing role
• Comfort negotiating complex license agreements, ranging up to $60K-$1M in ARR
• Ability to tactfully close deals with a high degree of integrity and independence
• Highly organized with strong attention to detail
• Strong oral, written and presentation skills
• Ability to organize, prioritize, complete activities and meet deadlines on a daily basis
• Requires the ability to manage several concurrent renewals at once, as well as working with internal teams and role based activities.
• Ability to manage the spikes in workload related to the end of quarters
• Experience recording information in CRM systems
• Team player who enjoys assisting where needed and finding ways to help
• High activity level, enthusiastic, self-motivated, tenacious
• Proven influencer and negotiator
• Someone who is focused on continuous improvement

#LI-TH1What you can look forward to as a Full-Time Okta employee!

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/Some roles may require travel to one of our office locations for in-person onboarding.Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.Locations: Singapore

Keyskills :
customer relationships sales negotiation strategic thinking team collaboration time management workforce presentation skillsinterview