Senior Manager, Renewal Management - Singapore - CyberArk

CyberArk

Verified Company

Singapore

3 days ago

Posted by:

Wei Jie

beBee Recruiter

Description

Date:
Feb 20, 2023- Location: Singapore, Singapore- Job Category: Sales- Department: Go To Market
Who we are:

What will you do:

CyberArk is looking for a results driven and collaborative renewal sales leader to lead the APJ Renewals team.

Being part of the Asia Pacific & Japan leadership team, we are looking for a strong team player to work closely and collaboratively with the APJ functional leaders to win as an APJ Team.

You and your team will be critical in building efficiency, scalability and predictability into our customer lifecycle without compromising on customer experience.

You will also be working alongside the broader Sales and Customer Success teams, where the renewal team play a critical role in CyberArk's customer CARE strategy (Close, Adopt, Renew, Expand), responsible for securing up-for-renewal dollars and identifying possible expansion opportunities.

Oversee and manage the renewals team on the following metrics:
Increase the renewal rate: Ensuring high on time renewal rates and can speak of the value Cyberark will bring to organizations by understanding strong product positioning and pipeline management skills. Collaboration across the organization to develop strategies, retain existing client base and maximize revenue growth

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Pipeline management: Tightly manage the renewal sales cycle including selling against cancellations, assisting customers through the sales cycle, and updating the CRM system according to documented processes.
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Protect and Grow Annual Recurring Revenue (ARR): for the growing subscription and SaaS customer base by securing renewal contracts in advance of expiration.
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Engage customers in conversations: to understand budgets, key stakeholders, approval processes, and timelines, understand requirements, to bring renewals to a close.
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Discover and identify opportunities: Effectively defend against competitive pressures, within perpetual and SaaS environments, and uncover additional expansion opportunities. Partner closely with Customer Success to understand the health status of customers and drive adoption.

Lead, mentor and coach a team of renewals across geographies in APJ
Pivotal in management of APJ Renewals team's pipeline forecasting exercises and metrics
Develop a playbook for renewal engagement, maximizing revenue retention and minimizing friction/risk within customer journey

What you need to succeed:

Ideally 15+ years of demonstrated success in Sales, Renewals, or account management capacity with a strong focus on negotiating contracts
Demonstrated track record of ideally 8+ years of experience in leading successful teams in meeting and exceeding revenue goals
Experience in Enterprise Software space, ideally in a Saas IT environment
Experience owning pipeline forecasting in Renewals, or Customer Success, or Sales grasp of the complexity of forecasting in a renewals/retention recurring revenue business
Comfortability contributing to strategic initiatives like automating scalable Renewals approaches
Datadriven mindset with a commitment to process improvement
Comfortable in a fastpaced matrix environment, with the ability to adapt to evolving business situations
Independent and positive leader who can manage competing priorities in an organized manner
Visionary leader who can inspire a cross functional team to work towards a shared vision and mission
Smart, bold but humble attitude and continuous improvement approach to align with CyberArk's values
Excellent interpersonal skills, customer first approach, collaborative and strong operational and analytical skills
Proficiency in SFDC, CPQ, Clari, Microsoft Office Suite a plus