Sr Renewal Specialist

Overview: 

Blue Yonder is searching for a highly motivated sales-minded individual with a track record of proven results in renewals showing incremental growth year over year and portfolio expansion in existing customers. The right individual will use their SaaS sales experience to collaborate with our Blue Yonder teams to renew and assist in expanding our customers' footprint and effectively increase our revenue profitability for the company 

Scope: 

The candidate will have a strong understanding of the renewals process, proficient negotiating skills, excel at expanding customer’s footprint, and the ability to showcase our business value compellingly. Managing renewal objectives, building relationships, and leading the customer through preparation, negotiation, and management of subscription renewals is key to preserving and improving the relationship with customers while setting them up for long-term success and maximizing financial results for Blue Yonder. 

What you’ll do: 

• Preserve the value of the Blue Yonder products by positioning favourable terms and boosting incremental revenue by taking a data-driven approach to identify expansion and upsell opportunities 
• Own, drive and lead the renewals process in collaboration with the customer success and account management teams to preserve and enhance customer contracts and relationships 
• Developing relationships with assigned tier 1/2 customers 
• Prioritizing daily workflow based on account and portfolio requirements. Implementing a long-term renewal strategy that effectively addresses the needs of both the customer and Blue Yonder. 
• Maintain and report an accurate 12-month rolling forecast and expected close dates for the defined book of business 
• Effectively understands a customer’s consumption data and roadmap in cooperation with the triad account team to promote the value of the service being provided 
• Actively engage with the key executive decision-makers to maximize the ability to influence their perception about the value Blue Yonder delivers and ensuring adoption 
• Identify at-risk customers and develop strategies that would mitigate against potential attrition based on market conditions, customers line of business, and business intelligence gained through relationships within the customer 
• Collaborate with account team to execute win/win negotiations strategies that align to customer requirements with guidance from relevant internal departments and management 
• Responsible for creating mutual action plans (MAPs), as needed, that identifies the milestones that must be met to successfully meet or exceed expected close dates 
• Follow Blue Yonder best practices for internal processes including renewal agreement management, data quality, and accuracy, quotations, and forecasting 
• Responsible for effectively executing the commercial contract renewal transaction and examining renewal contracts to ensure they align to Blue Yonder standards 
• Meet or exceed customer renewal revenue quota while maximizing pipeline conversion 
• Assisting the Billing team with collections 
• Ability to present and engage with cross-functional teams and executive management 

What we are looking for: 

• 6+ years of Sales / Renewals / Account Management experience primarily within a SaaS organization 
• Proven track record of success in account managing a high-volume of renewals
• Expertise in negotiating contracts, expanding customer footprint and working with SaaS renewals
• Experience working across functions to deliver customer /client facing quotes/proposals/contracts 
• Experience scaling companies in a high-growth environment 
• Ability to organize and prioritize activities and escalations 
• Proven experience with forecasting and achieving or exceeding quota targets 
• Strong communication and presentation skills, both verbal and written 
• Strong interpersonal skills and experience building relationships both internally and externally 
• Strong financial/analytical background with a sales mindset 
• Salesforce/Apptus or other CRM experience preferred 

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values

Diversity, Inclusion, Value & Equality (DIVE) is our strategy for fostering an inclusive environment we can be proud of. Check out Blue Yonder's inaugural Diversity Report which outlines our commitment to change, and our video celebrating the differences in all of us in the words of some of our associates from around the world.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.