Strategic Renewals Manager

As a Strategic Renewals Manager,  you are accountable for coordinating, defining and executing the account renewal strategy for Subscription and Services with the Workiva Account team. Through strategic conversations at all levels within an existing customer, you’ll focus on renewing subscriptions on-time, adding new products & services and providing the highest level of customer service throughout the entire quote-to- cash process. Your ability to drive business processes, sustain and renew subscriptions, resolve customer issues/problems, and effectively manage your time will contribute to our mutual success. The Renewal team closely collaborates with Sales, Finance, and Support while managing subscriptions, co-terms for up-sell opportunities, and supporting the company's strategic subscription renewal strategy & process.
 

What You’ll Do

Sales

• Manage existing programs to maximize company revenue and resolve customer-related contract issues

• A point of contact with Account Managers to proactively manage subscription opportunities and/or resolve issues that may hinder them from maintaining a relationship with Workiva

• Accountable for reviewing and validating installed base reports

• Uncover accounts which may be at risk and develop plans to mitigate and bring them to closure

• Develop and communicate process change and improvements to optimize programs and enhance relationships with necessary company external customers and internal support groups

• Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and services to create a customer belief that they must have Workiva products

• Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection

• Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva superior value proposition

• Negotiates the Sale: Facilitates successful outcomes to optimize profits

• Maintains the customer relationship as well as growing the business

• Understands the competitive landscape and is able to communicate Workiva value proposition to beat the competition.

Individual Responsibilities

• Reports Customer Contacts: Updates customer relationship management tools regularly and timely

• Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis

• Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale

• Optimizes Internal Resources: Gathers internal support to pursue an account

• Prioritizes selling activities and follows through in a timely fashion

• Communicates regularly with a base of accounts that have the potential to increase Xbrl services

• Maintains a strong knowledge of Workiva products through a commitment to ongoing training

What You'll Need

Minimum Requirements

• Bachelor's degree or equivalent working knowledge and experience in lieu of a degree

• 2-4 years SaaS sales or renewal experience within a SaaS environment

Preferred Requirements

• Basic knowledge of accounting

• Excellent territory management skills

• Exposure to Force Management training

Traveling Requirements & Working Conditions

• Up to 30% travel for internal training and external events

• Reliable internet access for any period of time working remotely, not in a Workiva office