Delinea
Manager, APAC Renewals
Reporting to the Senior Director of Renewals, the Manager, APAC Renewals will be responsible for managing a book of strategic accounts and the renewals associated with those accounts. As the Manager, the goal of this role is to increase software retention, adoption, and business expansion within your named customer accounts. The Manager will be able to demonstrate the best practices involved in all elements of a renewal engagement including negotiations, partnering with internal teams, working with our channel partners, pipeline management and forecasting. What You'll Do: Develop and execute renewals strategy to protect and grow annual recurring revenue by securing renewal contracts in advance of expiration Lead a high-achieving renewals team to successfully execute account management capabilities and bring renewals to closure Effectively defend against competitive pressures and identify additional opportunities for expansion within current customer accounts Forecast customer retention and implement strategies for increasing retention (reducing churn while maintaining price increases) Position annual uplift and escalate pain points to the Sales, Customer Success, Support, and/or Product teams Bridge between Sales, Finance and Customer Success 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 What You'll Bring: Demonstrable experience coaching a team to stretch to achieve and maintain top performance Ability to delegate and prioritize effectively, both your work and that of your team Excellent leadership competency, strong work ethic, self-driven, and people-centric Exceptional strategic and analytical thinking and decision making skills, with a sustained focus on continuous improvement Capability of managing fast-paced situations in a dynamic and highly responsive environment Excellent communication, presentation (written and oral), and organization skills a must Ability to positively motivate and influence internal teams to drive customer success Winning, can-do attitude Proficiency in Salesforce Delinea Culture & Benefits: Why work at Delinea? We're passionate problem-solvers doing our part to make the world a safer place. We invest in people who are smart, self-motivated, and collaborative. What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONGSpirited
Trust
Respect
Ownership
Nimble
Global
and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
Reporting to the Senior Director of Renewals, the Manager, APAC Renewals will be responsible for managing a book of strategic accounts and the renewals associated with those accounts. As the Manager, the goal of this role is to increase software retention, adoption, and business expansion within your named customer accounts. The Manager will be able to demonstrate the best practices involved in all elements of a renewal engagement including negotiations, partnering with internal teams, working with our channel partners, pipeline management and forecasting. What You'll Do: Develop and execute renewals strategy to protect and grow annual recurring revenue by securing renewal contracts in advance of expiration Lead a high-achieving renewals team to successfully execute account management capabilities and bring renewals to closure Effectively defend against competitive pressures and identify additional opportunities for expansion within current customer accounts Forecast customer retention and implement strategies for increasing retention (reducing churn while maintaining price increases) Position annual uplift and escalate pain points to the Sales, Customer Success, Support, and/or Product teams Bridge between Sales, Finance and Customer Success 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 What You'll Bring: Demonstrable experience coaching a team to stretch to achieve and maintain top performance Ability to delegate and prioritize effectively, both your work and that of your team Excellent leadership competency, strong work ethic, self-driven, and people-centric Exceptional strategic and analytical thinking and decision making skills, with a sustained focus on continuous improvement Capability of managing fast-paced situations in a dynamic and highly responsive environment Excellent communication, presentation (written and oral), and organization skills a must Ability to positively motivate and influence internal teams to drive customer success Winning, can-do attitude Proficiency in Salesforce Delinea Culture & Benefits: Why work at Delinea? We're passionate problem-solvers doing our part to make the world a safer place. We invest in people who are smart, self-motivated, and collaborative. What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONGSpirited
Trust
Respect
Ownership
Nimble
Global
and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.