Renewals Manager

WHO ARE WE?

Cloud Academy is a hyper-growth upskilling and reskilling SaaS company, focused on enabling enterprise customers to have full transparency and control over their tech workforce skills readiness. In a rapidly changing cloud technical landscape where there is an increasing tech skills gap in the market, combined with the difficulty organizations are facing to retain tech talent and the demands for numerous technical certifications, companies need the ability to manage these skills at scale more than ever. We help over 1000 customers visualize, assess, transform and measure their teams’ tech skills readiness through a unique Skills Intelligence Platform, powered by world class cloud training content. Companies like Warner Media, Deloitte, JP Morgan Chase and Walmart trust Cloud Academy with their technical cloud skills readiness at scale, so they can achieve their cloud business goals.

We are a global team, with colleagues in over 14 countries worldwide. We are a diverse team that is innovative, collaborative, pragmatic and passionate about making an impact. We thrive on a common vision, we obsess about our customers and learners, and we take pride in the quality of our work. Most importantly, we know that individually we are only as good as our teams are, and we always have each others’ backs.

We are seeking driven, highly competent, and creative team players to join us on the next phase of our growth story, as we scale our winning products to help even more customers and learners.

ROLE DESCRIPTION:

Cloud Academy is looking for a Renewals Manager to help us grow our revenue base and continue to

drive world class retention and renewal rates. As a member of our renewals team, you will

facilitate the execution of all activities related to Cloud Academy subscription renewals,

inclusive of following our renewals playbook and contributing to forecasting. You will advise the Customer Success teams on renewal strategies and best-practices. You will also proactively manage a portfolio of enterprise client renewals in the US and EMEA to maximize revenue retention and ensure on-time renewals.

RESPONSIBILITIES:

• Support all aspects of the renewals process in collaboration with the Customer Success teams to preserve and improve customer relationships.

• Proactively manage a portfolio of customers ensuring on-time customer renewal and high dollar over dollar renewal rates.

• Effectively engage with key decision-makers to identify customer requirements and uncover renewal roadblocks to ensure on-time commitments.

• Negotiate all facets of renewal contracts using sound business judgment. Develop and deliver win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship and the value they are realizing.

• Monitor customer health metrics to proactively identify and communicate risks. Work cross functionally to develop risk mitigation strategies and drive appropriate actions with partner teams.

• Proactively report to senior management on all renewals, focusing on goal attainment and recommended course corrections.

• Partner with customer success to sell multi-year subscription renewals, upselling and demonstrating business value of our subscription.

• Strategize with the Customer Success Manager and Account Manager on different renewal scenarios for each client.

• Prepare proposals, including renewal rate calculations, and contract preparation.

• Verify contracts, data integrity of all quotes, review terms and conditions to ensure renewal subscriptions are in line with company guidelines and policies.

• Respond to questions from Customer Success Managers, Account Managers and leadership on any aspect of the renewal.

• Help drive a positive customer renewal experience by addressing objections, competitive risks, detailing purchase/pricing options, and facilitating smooth renewal sales transaction processes.

• Identify at-risk customers and develop prescriptive plays in collaboration with Customer Success that would mitigate against this potential churn.

• Maximize customer growth by discovering and identifying upsell/cross-sell opportunities through the renewal process.

• Maintain and report an accurate rolling 90-day forecast of all enterprise renewals.

• Assist with enhancing and improving systems and processes to increase efficiencies.

SKILLS & QUALIFICATIONS:

• Minimum 5 years of experience in a retention focused role, preferably in SaaS

• Experience managing renewals and exceeding KPIs working alongside, or in collaboration with a customer success team, or similar.

• Experience owning global SaaS pipeline forecasting in Customer Success or Sales – grasp of the complexity of forecasting in a renewals/retention recurring revenue business.

• A “can-do” / “self-starter” attitude, with hunger and drive to overachieve and succeed.

• An analytical results-focused and Data-driven mindset with a commitment to process improvement.

• Ability to negotiate terms for complex deals while maintaining great client relationships.

• Superior time management skills; Detail oriented with excellent attention to detail.

• Solid experience managing clients with Salesforce.com.

• Ability to adapt quickly in a fast-paced environment, but also an interest in helping build sustainable processes.

• Love for teamwork and the ability to work effectively and cross-functionally within all levels of management, both internally and externally.

• Customer-focused attitude with the ability to develop and nurture relationships with customers.

• High level of urgency, organization, and prioritization skills.

• Strong communication skills, both written and verbal.

• A home office setup conducive for working remotely, and ability to work effectively as a remote team member.

• Multilingual abilities are always a plus!

BENEFITS:

• ​​Competitive salary with a bonus plan

• 401(k) with a Company match

• Full benefits, including medical, dental, and vision with Aetna

• Four weeks of paid vacation per year (that increases to five weeks after two years with the company!)

We value diversity and are an equal opportunity employer at Cloud Academy. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.