Director - Renewals

October 25

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Delinea

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privileged access management • privileged identity management • cybersecurity • cyber security • PAM

1001 - 5000

💰 Private Equity Round on 2021-01

Description

• Lead a global organization of renewals managers, with regional front line leaders reporting into this role directly • Own the renewals operating model, leading the forecast cadence for both renewals managers and customer success managers with renewal quota • Develop a renewals playbook to standardize motions for expansion (partner with sales), migration (partners with product and engineering), and save plays (partner with CS) • Reduce manual processes by automating as much as possible in Gainsight • Drive forecast accuracy, and manage renewal sales process across the global organization • Improve existing operations/communication and timelines for partners and customers • Create and drive incentives for customers and employees to expand our referenceable customer database and drive advocacy activities • Identify customer trends, and create actionable solutions in partnership with other organizational leaders to drive meaningful change based on insights captured from customer feedback loop • Improve the profitability and efficiency of renewals through the channel organization • Ensure strong processes and systems are in place so that trends in customer churn are identified early, communicated with the appropriate audience, and appropriate follow-up action is taken, including working with the product team to receive feedback on the growing requirements of a customer • Meet financial goals: improve gross and net retention; establish leading, lagging, and operational metrics that help achieve these over-arching goals

Requirements

• 'Presidents Club' mindset – a desire to win with integrity, the measurable results to prove it • History of success in driving net retention and experience achieving stretch goals • Strength in talent management, driving a culture of coaching and development, performance management, and people-first approach • Ability to convert strategy to tactics, having exceptional strategic, conceptual analytical thinking, and decision making skills • Managerial courage: a desire to working cross-functionally to solve complex issues, not being afraid to disrupt the status quo for the greater good • An effective delegator, being able to effectively prioritize your own activities as well as teams so we can move quickly with purpose • Strong business acumen and understanding of business models across industries • Capable of managing fast-paced situations in a dynamic environment • Excellent communication, presentation (written and oral), and organization skills a must • A strong opinion on sales process, opportunity management • Growth mindset, and a positive, never fail attitude • Proficiency in Salesforce, Clari, and Gainsight

Benefits

• Competitive salaries • Meaningful equity and bonus program • Full suite of medical, dental, and vision insurance • 401(k) matching, ROTH • Comprehensive life insurance • Short-term and long-term disability insurance • Employee assistance program • Generous discretionary time off (DTO) • 12 paid holidays • 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers • 6 weeks of paid leave for secondary caregivers