Renewals Specialist

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners ("Vista"), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

About the Role

As a Renewals Specialist, you will be accountable for owning and executing a portfolio of renewal contracts for Menlo Security's products and services. The Renewals Specialist works with a team of sales account executives, sales ops, sales engineers, and customer success management to ensure the satisfaction of our existing customer base and secure their subscriptions. You will engage with customer executives, partners and across Menlo's teams to develop a holistic, deep view of customer requirements and objectives, and define a strategy to drive renewals to on-time closure. The successful candidate will have sound sales experience and excellent business acumen blended with strong interpersonal, negotiation and presentational skills.

Responsibilities

• Develop a strong partnership with customer shareholders, channel partners, and executive sponsors to drive product adoption, retention, and expansion

• Drive the Renewals motion with the customer and coordinate Menlo resources for all renewal activities from opportunity identification to negation to close

• Understand customers' and partners' procurement process

• Analyze data and trends to identify growth opportunities and risk

• Drive contract expansion through positioning of cross-sell opportunities, finding creative ways to drive more value in the account at renewal time

• Gain a deep understanding of typical business challenges faced by our customers to appropriately map features in their security environments

• Address and associate business benefits to align with emerging and evolving needs

• Identify risks to renewals with our clients on an ongoing basis and collaborate with internal teams to remediate client concerns

• Monitor key performance metrics like customer satisfaction, renewal rate, upsell/cross-sell lead identification, reference-ability, renewal likelihood, adoption, consumption, and customer engagement

• Leverage key metrics to build a strategic plan to address decreases or negative changes in the metrics listed above

• Support the digital engagement strategy for the renewals lifecycle, leveraging automation tools and data insights to improve customer outreach, efficiency, and renewal conversion.

Requirements

• 2+ years working in pre-sales, account management, customer success, consulting or similar roles related to driving customer success and adoption

• Previous experience with a SaaS solutions company and/or an enterprise software company

• Strategic commercial acumen that results in optimal renewal outcomes in regards to retention and expansion

• Strong consulting and project management skills, with proven results working as a reliable advisor to drive business value for customers

• Highly data-driven with a dedication to following the process

• Passionate about driving and tracking a consistent engagement process with all customers in your portfolio

• Ability to multi-task and work in a dynamic environment with constant change to address emerging security risks and challenges

• BS/BA or relevant experience preferred

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Why Menlo?

Our culture is collaborative, inclusive, and fun We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we're aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

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

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security's policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.