Commercial Renewals Manager

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About the role

As an Renewal Manager, you will be responsible for managing and renewing customer contracts across APJ 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.

Reporting to the Team Lead, Scale Renewals APJ, 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 customer's 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 Okta’s solutions, products, contract structures to position the best renewal options and minimise friction in the renewal process. Understands value based positioning and can link and communicate it to C-Suite personal 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. Occasionally there is a requirement to work outside of local office hours in order to attend global kick offs, training, as well as other things.

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
• Experience working with customers across APJ including Australia, Japan, Singapore, and Korea.
• 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 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
• Ability to maintain enablement as Okta continues to evolve and change
• Flexibility to occasionally attend global meetings, training, kick offs as well as other things

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