Manager, Renewal and Growth

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress. www.deltek.com

Business Summary

The Deltek Engagement Services team plays a key role in helping our customers maximize the value for their solutions. As a member of our team, you are the customer’s advocate to help them find answers to their questions and support the renewal and growth of their business. If you thrive in a collaborative environment, where learning and development are encouraged, consider Deltek as the next step in your career.

Position Responsibilities

• Day to day responsibilities for the Manager, Renewal & Growth may include, but are not limited to:
• Maintains up-to-date knowledge of Deltek’s competitive positioning in the marketplace, and leverages their knowledge and experience to guide the strategy of the team
• Directly supervises, coaches and mentors a team of R&G specialists. Provides development focused on each member's skills and performance while guiding the team to achieve team business goals
• Fosters a trusting, positive, and collaborative environment around creating, innovating, and achieving together. Collaborates and influences tool/process improvements and best practices
• Forecasts, builds, and manages the team’s pipeline on a rolling 180-day basis, maintaining accurate documentation and statuses in Salesforce, Gainsight, etc.
• Drives and closes renewal opportunities within the team’s assigned territory. This includes creating proposals and contracts, renewal documentation, quotes, and amendments including as upgrades, downgrades, pricing, transfers, and migrations, ensuring timely and accurate processing of renewals
• Influences, develops, and helps execute individual and team account plans that align with revenue growth targets, including renewal/multi-year renewal strategies and expansion roadmaps
• Identifies and pursues expansion opportunities by aligning product solutions and add-ons with customers’ evolving needs and goals. Migrates existing customers from legacy plans onto new packaging and pricing
• Retains and increases revenue in existing customer accounts by positioning desirable terms and competitive uplift targets, and proactively providing product renewal date, pricing details, and inquiry resolution to the customer
• Tracks and analyzes financial renewal forecasts metrics, tracking progress against targets and timelines, monitoring dashboards and account health indicators, and proactively addresses risks to retention or satisfaction, providing updates to management and Customer Success Managers
• Collaborates with Sales, Customer Success Managers, Legal, and Finance teams to ensure customer requirements are met and to provide a seamless customer experience and achieve renewal, uplift, retention, and expansion revenue targets, and to ensure successful, timely renewals and reduced churn risk
• Provides feedback to Renewal & Growth leadership to optimize the renewal experience
• Analyzes customer feedback to capture product expectations, experience, satisfaction, and abandonment propensity in the CRM system
  
  
  

Qualifications

7+ years of experience in Customer Success, Account Management, or Sales, with a focus on revenue growth and retention

1+ years’ experience directly supervising, leading, or mentoring others

Advanced proficiency in Salesforce and Gainsight

Experience with forecasting or revenue tracking

Bachelor's degree in Business or a related field preferred

Travel Requirements

No

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