Senior Renewals Account Manager
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What you'll do
- Manage the quarterly and annual renewal portfolio for an assigned territory.
- Maximize renewal value, ensure on-time renewals, and mitigate cancellations.
- Build and send complex quotes and proposals to resellers and customers at least 90 days in advance.
- Track all quotes, phone calls, and emails in Salesforce.com with a high degree of accuracy and detail.
- Handle complex customer objections and negotiate renewal contracts independently as required.
- Collaborate with cross-functional teams such as order management, finance, legal, and Accounts Receivable.
- Provide highly accurate weekly, monthly, and quarterly forecasts of the renewals pipeline.
- Uncover leads, cross-sell, and upsell sales opportunities using value-based selling techniques to articulate value to customers.
- Act as a trusted advisor to customers and partners, consistently establishing value beyond the renewal interaction.
- Consistently contribute to the team on special projects and promotions.
- May assist as a Subject Matter Expert and mentor to new hires and junior RAMs.
What they're looking for
- 4 years of renewals sales experience with a software company.
- Proven time management skills in a dynamic sales environment.
- Demonstrated ability to effectively communicate (verbal and written) with C-Level customer contacts.
- Strong organizational skills with the ability to handle various tasks; attention to detail.
- Must be able to work well with others as part of a broader cross-functional team.
- 4-year degree in business or equivalent experience.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
About Ping Identity:
At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.
Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.
While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work.
We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.
The Senior Renewals Account Manager (SRAM), is responsible for managing and maximizing a diverse portfolio of maintenance, subscription, and SaaS renewals within a designated territory. You will work independently and in collaboration with sales teams, resellers, and customers to ensure timely renewals and mitigate cancellations. This position reports to the Renewals Manager for your assigned region and plays a critical role in maintaining customer relationships and driving recurring revenue.
Responsibilities
- Manage the quarterly and annual renewal portfolio for an assigned territory.
- Maximize renewal value, ensure on-time renewals, and mitigate cancellations.
- Build and send complex quotes and proposals to resellers and customers at least 90 days in advance.
- Track all quotes, phone calls, and emails in Salesforce.com with a high degree of accuracy and detail.
- Handle complex customer objections and negotiate renewal contracts independently as required.
- Collaborate with cross-functional teams such as order management, finance, legal, and Accounts Receivable.
- Provide highly accurate weekly, monthly, and quarterly forecasts of the renewals pipeline.
- Uncover leads, cross-sell, and upsell sales opportunities using value-based selling techniques to articulate value to customers.
- Act as a trusted advisor to customers and partners, consistently establishing value beyond the renewal interaction.
- Consistently contribute to the team on special projects and promotions.
- May assist as a Subject Matter Expert and mentor to new hires and junior RAMs.
Minimum Qualifications
- 4 years of renewals sales experience with a software company.
- Proven time management skills in a dynamic sales environment.
- Demonstrated ability to effectively communicate (verbal and written) with C-Level customer contacts.
- Strong organizational skills with the ability to handle various tasks; attention to detail.
- Must be able to work well with others as part of a broader cross-functional team.
- 4-year degree in business or equivalent experience.
Compensation: $70,000–$100,000 base + commissions
In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.
Life at Ping:
We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.
Here are just a few of the things that make Ping special:
- A company culture that empowers you to do your best work.
- Employee Resource Groups that create a sense of belonging for everyone.
- Regular company and team bonding events.
- Competitive benefits and perks.
- Global volunteering and community initiatives
Our Benefits:
- Generous PTO & Holiday Schedule
- Parental Leave
- Progressive Healthcare Options
- Retirement Programs
- Opportunity for Education Reimbursement
- Commuter Offset (Specific locations)
Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.
We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
Company
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