Manager, Renewals

As the leader in Identity Security, SailPoint continues to grow globally. And as we look to expand our global presence, we are always looking for talented sales minded individuals to help support these efforts. We are a US based, publicly traded company, headquartered in Austin, Texas. SailPoint is not only the leader in the cloud enterprise space, our governance security solutions secure and enable thousands of companies worldwide. This would be a remote setting role based anywhere in the US.
We are seeking an experienced, highly motivated Renewals Manager to be a part of our client-facing organization. This leadership position is responsible for the supporting, aligning and enforcing renewal priorities including quarter over quarter linearity, early renewal, uplift, and multiyear.
This is a demanding role that requires strong leadership, priority management and interpersonal skills, a strong understanding of SailPoint's products and culture and previous experience in a renewals leadership role. The Manager of Renewals is responsible for ensuring that their team is focused on minimizing financial attrition (near and long-term), securing favorable terms, identifying growth opportunities, and providing data insights back to the business.
Responsibilities:

• Lead a team of Customer Renewal Managers in achieving individual and team quotas.
• Ensure Renewal forecast accuracy, renewal prioritization, on-time renewal execution, multi-year growth, and price increase on assigned portfolios.
• Strategizing for more effective negotiation, early renewal closing, risk mitigation, and account de-escalation.
• Drive short-term and long-term revenue impact by minimizing financial attrition and securing favorable terms across all renewals.
• Operational responsibilities include daily forecast management and general renewal hygiene.
• Ensure that the Customer Renewal Managers are effectively identifying customer requirements, uncovering issues, and demonstrating strong account management and commercial capabilities to drive renewal events to on-time closure and ongoing customer success
• Partner with all other relevant regional relationships (e.g., legal, deal desk, sales ops, and finance) to develop comprehensive 'win' strategies for renewal events
• Conduct weekly 1:1's with your CRMs to discuss every deal. Know the details of each deal so that you can coach your CRM. Discuss specific deals that are delayed, escalated, or have obstacles preventing on-time closure.
• Provide a pathway to success for deals that need creative solutions or involvement of leadership.
• Provide coaching, training and management to the Customer Renewal Managers in the region.

Required Skills/Experience:

• Bachelor's degree or equivalent comparable experience
• 3-5+ years of demonstrated success in a Renewals, Sales, or Account Management leadership role with a strong track record of building high performance teams within a software sales environment
• Proven track record of overachievement of quota and KPIs along with strong organizational, operational and analytical skills
• Highly effective communication skills, capable of explaining complex situations clearly and credibly across all functions and levels of the organization.
• Experience working with a large global sales organization
• Comfort managing a high-volume business, with comfort negotiating complex license agreements
• Strong customer management skills and excellent negotiation skills
• Ability to manage, analyze and track data for a sophisticated and often complex renewal cycle
• Ability to work in a fast-paced environment and effectively prioritize and delegate
• Highly organized with strong attention to detail

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.