Renewal Manager
2 months ago
**About Us**
Udacity is on a mission to deliver impactful and cutting edge tech education that enables individuals and organizations to unlock their potential. We offer a unique and immersive online learning platform, powering corporate technical training in fields such as Artificial Intelligence, Machine Learning, Data Science, Autonomous Systems, Cloud Computing and more. Our rapidly growing global organization is revolutionizing how the enterprise market bridges the talent shortage and skills gaps during their digital transformation journey. Udacity is proud to be backed by respected investors like Andreessen Horowitz, Charles River Ventures, Bertelsmann and Drive Capital, among other leading VC firms, and provides a powerful and differentiated solution inside of a $32b total addressable market opportunity. Udacity has more than 100 enterprise customers including Airbus, Bertelsmann, BNP Paribas, Leidos, Mazda, and the United States Air Force.
Udacity is seeking a hardworking, driven, and business-focused individual to join our Enterprise GTM team. At Udacity, customer retention is at the heart of our success as a company, and as a Customer Renewals Manager, you will be an integral part of driving results in our company's core business strategy by focusing on renewing our relationships with customers and ensuring they have the solution they need to achieve positive business outcomes. Our Enterprise team is responsible for helping companies, non-profits, and governments realize the power of Udacity's training at scale. You will help leading companies fulfill their objectives and empower their teams with training in the latest technologies so that they can develop powerful new products and services on a global scale.
You will partner with customers and multiple internal stakeholders (e.g., Enterprise Account Executives, Customer Success Managers, RevOps, Finance, Legal, etc.) to ensure value is realized and that our customers are set up for continued success.
To succeed on our team, you will need customer facing experience interfacing and building relationships with Executives. You will also have strong analytical skills, as well as drive and discipline to forecast renewals, and execute on your renewal plan with high accuracy and efficiency. You will have the opportunity to be part of shaping and defining the renewals function and the systems and processes we will use.
**What you'll do**:
- Develop deep expertise and understanding of Udacity's products, GTM strategy, and standards for pricing, negotiating and closing renewals which may include growth within the customer.
- Manage opportunities weekly, providing accurate and timely forecasts to leadership.
- Attain quarterly renewal targets, ensuring deals are on time.
- Increase penetration within the existing portfolio by generating more learner demand, and/or adding new business units, while coordinating with sales and CS.
- Research customer contracts and purchasing history to build timely and accurate proposals for renewals within your portfolio.
- Participate in account reviews and planning while keeping documents updated in SFDC.
- Proactively validate success metrics, positive business outcomes and challenges throughout the entire customer lifecycle.
- Work cross-functionally to develop renewal strategies; sometimes coming up with creative and out-of-the-box ideas.
- Manage the transaction process end-to-end, collaborating with Deal Desk, RevOps, Legal, Finance, and the GTM team/leadership.
- Handle billing inquiries promptly.
- Identify when supporting resources are needed to secure a renewal.
- Understand and document the customer procurement process.
**What you'll need**:
- 5+ years of experience in an Renewals Management position or related function (ie. growth and retention) that includes direct customer interaction.
- Strategic Enterprise client management experience is a must.
- Strong contract negotiation skills with the ability to discuss and close multi-year deals.
- Excellent executive-level communication and presentation skills.
- Experience planning and researching customer value propositions and tying it back to value-based solutions.
- Competency with sales pipeline management and CRM tools, including SFDC.
**Our team members are**:
- Self-motivated, proactive and leave no stone unturned to get the job done.
- Actively interested in increasing business value for our customers and deepening customer relationships.
- Excellent time and process management, ensuring nothing slips through the cracks.
- Empowered to make decisions quickly, pragmatically, and within the parameters of the business need.
- Always learning and treating their work like a craft - constantly honing and refining skills to adapt to an ever-changing landscape.
**What We Do**
Forging futures in tech is our vision. Udacity is where lifelong learners come to learn the skills they need, to land the jobs they want, and to build the lives they deserve.
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