Renewals Account Manager

Job Title: Renewals Account Manager

Location: Germany

Employment Type: Full time

The job  

You are responsible for executing “large, complex or unique solution renewals" for the assigned markets or accounts. You will play a key role in driving customer renewal engagement on a day to day basis performing account management responsibilities. You engage with AVEVA sales team and customers through a dynamic process to achieve renewal quota and business metrics focus on recurring business growth and retention of the existing customer base across assigned countries/region/industry sectors. You collaborate openly, sharing any intelligence gained on your accounts, proactively addressing observation and mitigating operational and retention risks with your peer functions including customer success, technical sales and product sales.

Key responsibilities 

• Achieve renewal quota and renewal objectives such as on-time renewals and escalated contract renewals.
• Develop and execute effective Meddpic renewal plans for accounts in conjunction with the Sales and Customer Success team
• Identify expansion opportunities and work closely with Customer to support the cross/up-selling opportunities or hand over the opportunities to the Sales Account Managers
• Responsible for renewals process from first contact to close for the assigned customers:
• Maintain accurate data in Salesforce.com regarding customer renewal information, renewal status and renewal reports.
• Establish and drive trusted customer relationships and ensure timely escalation of issues through to resolution.

Essential requirements 

• Proficient knowledge and the application of renewal process, policies and pricing
• Effectively manage multiple accounts and activities, maintaining momentum and customer satisfaction
• Proven direct sales experience, including building relationships with and selling to the enterprise level (calling on VP Operations, CTO, CIO and other Executives)
• Deep knowledge of the industries, trends, and issues to effectively leverage our domain experts and sales team to meet customers’ business goals and renewal objectives
• Good communication skills [written, verbal, and listening], personal tact and diplomacy, and excellent problem-solving skills are mandatory
• Work strategically to realize account retention and expansion goals; Sets and develops strategy

Desired skills 

• 5 Years demonstrated success in a Technical Sales or Customer Success capacity with an Enterprise Software background preferred.
• 2 Years demonstrated success in a Renewals, Inside Sales or Account Manager role with an Enterprise Software background preferred.
• Proven ability to work at a detailed level with multiple cross-functional internal stakeholders as well as the customer to drive renewals performance
• SaaS and Industrial / Enterprise Software background preferred
• Experience selling into the Utilities, Energy, Process, Pharma, Food and Beverage, Discrete or Transportation preferred
• Country/Industry/Domain Knowledge

Commercial at AVEVA 

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions. 

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team. 

Find out more: https://www.aveva.com/en/about/careers/