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Senior Renewals Manager
2 months ago
At Onfido Ltd (UK), we are seeking a highly skilled Senior Renewals Manager to join our Customer Success organization. As a key member of our team, you will play a critical role in driving commercial success and ensuring the smooth renewal of our customers' contracts.
Key Responsibilities:- Plan, drive, and lead all commercial aspects associated with customer renewals and bring renewals to a close.
- Closely partner with Customer Success, Sales, and/or other internal teams to ensure a successful renewal cycle for Onfido customers.
- Engage directly with customers and manage a portfolio of renewals to ensure successful, on-time execution.
- Negotiate and administer renewal contracts (in partnership with legal, finance, and deal desk) that align to customer goals.
- Be accountable for all internal or external inquiries pertaining to a customer renewal, including the ability to interpret and re-state contractual obligations.
- Qualify and properly disposition renewals using the Command of the Message framework.
- Discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth.
- Actively engage with key decision-makers to identify customer requirements and uncover roadblocks, so that continued partnerships with Onfido customers are secured.
- Maintain and report an accurate rolling 180-day forecast of renewals within a territory, while meeting or exceeding renewal quota.
- Manage renewal opportunities and uphold current and accurate documentation in Salesforce CRM.
- Cultivate customer retention by applying the Onfido renewal engagement playbook to yield optimal business practices to meet our customers' expected business outcomes.
- 5+ years of renewals management, sales, customer success, or customer-focused account management experience; preferably within an Enterprise SaaS organization.
- Solid understanding of Identity Verification, Enterprise SaaS applications, or Enterprise Technology Services.
- Consistent track record of quota attainment, and achievement of personal and team goals.
- Proven success in creating new processes and frameworks in a fast-paced environment.
- Strong oral and written English communication skills.
We are an EEO/AA/Disabled/Veterans Employer and value diversity and inclusion. We welcome applications from qualified individuals of all backgrounds and strive to provide an accessible experience for candidates of all abilities.