Principal Renewal Account Manager

November 29

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Ivanti

WebsiteLinkedInAll Job Openings

IT Asset Management • Patch Management • IT Service Desk • PC Lifecycle Management • Mobile Device Management

1001 - 5000 employees

Founded 1985

🏢 Enterprise

🔐 Security

☁️ SaaS

💰 Private Equity Round on 2021-03

Description

• The Principal Renewal Account Manager (PRAM) is responsible for renewing a complex and diverse portfolio of maintenance, subscription and SaaS renewals for our largest Enterprise customers. • The PRAM works directly with Ivanti Enterprise sales team, resellers and customers. • The individual must be a self-starter, pro-active and have excellent verbal and written communication skills. • This position will report to the Global Strategic Renewals Director. • Proactively manage quarterly and annual renewal portfolio for assigned Enterprise customers. • Act as the focal point and subject matter expert for all renewals related activity including but not limited to leading internal POD discussions, coordinating Sales, Deal Desk/Sales Ops, Legal and Finance around renewal proposals and issues. • Independently build and manage quotes and proposals for complex deals for resellers and customers at least 120 days in advance. • Drive incremental revenue growth with assigned accounts by identifying cross-sell and upsell sales opportunities using value-based selling techniques. • Act as a subject matter expert and trusted advisor to Sales, customers and partners by consistently establishing value beyond the renewal interaction. • Maximize renewal value, ensure on-time renewals and mitigate cancellations. • Track quotes, phone calls and emails in Salesforce.com with high degree of accuracy and detail. • Handle complex customer objections and negotiate renewal contracts independently as required. • Provide highly accurate weekly/monthly/quarterly forecast of renewals pipeline. • Consistent contributor to team and assist management on special projects and promotions as requested. • May assist as Subject Matter Expert and mentor to new hires and junior RAMs.

Requirements

• Minimum seven years renewals sales experience with a software company • Strong selling and negotiation experience • Strong process-oriented work style • Solid foundational knowledge of IT/software • Demonstrated ability to effectively communicate (verbal and written) with C-Level contacts • Strong organisational skills and attention to detail while maintaining speed of execution • Experience leading cross functional team efforts