Renewals Specialist

1 month ago


Pune, Maharashtra, India Druva Full time

About Druva

Druva is a leading provider of data resiliency solutions, empowering organizations to protect, preserve, and recover their data with ease. Our innovative approach to data protection has revolutionized the industry, enabling customers to simplify their data management and governance processes.

Job Summary

We are seeking a highly motivated and experienced Renewals Specialist to join our Sales team. As a key individual contributor, you will play a critical role in driving business growth and customer retention through the closed-loop process of subscription renewal.

Key Responsibilities

  • Own and drive the renewals process, collaborating with the account team to preserve and enhance customer contracts and relationships.
  • Engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments.
  • Maintain and report an accurate rolling 90-day forecast of renewals in your territory.
  • Negotiate and execute renewal contracts (in partnership with legal and orders teams) that align to customer goals.
  • Discover and identify up-sell/cross-sell opportunities upon contract renewal to maximize customer growth.
  • Develop a playbook for renewal engagement, maximizing revenue retention.

Requirements

  • 3+ years of Sales / Customer Success / Account Management experience, preferably within an Enterprise SaaS organization.
  • Solid understanding of Enterprise SaaS applications and collaboration technology.
  • Consistent track record of achieving personal and team goals.
  • History of thriving in a rapidly-changing environment.
  • Ability to grow business in a strategic manner, creating new processes and initiatives.
  • Bachelor degree required.

Desired Skills and Experience

  • Data Backup/Data Protection/Storage or SaaS sales experience.
  • Customer Success/Service background.
  • Formal training in a recognized sales methodology.
  • Prior experience using Salesforce.

What You'll Be Doing

  • Quoting and building the renewal opportunities as well as order forms for the Sales Renewal team.
  • Working reactively on cancellation requests.
  • Assisting the team with closing out opportunities by cross-checking paperwork and data to ensure accuracy in Salesforce.
  • Proposing and building processes that will aid in the automation of renewal workflow.
  • Acting as liaison between Finance, Sales, and Customers.
  • Assisting the Billing team with collections.
  • Uncovering trends in subscription automation practices that can improve the customer success renewal workflow.


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