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Renewals Specialist

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Full-time Remote 6d ago

Location:

US

Company:

Delinea is a pioneer in securing identities through centralized authorization, enhancing security across the modern enterprise.

Summary:

The Renewals Specialist manages assigned customer accounts, focusing on retention and loyalty while ensuring accuracy in license auditing. Candidates should have a bachelor's degree or equivalent experience along with significant experience in customer success-related roles.

Requirements:

Technology: Salesforce, Customer Success Management platforms

Hard Skills: licensing expertise, complex software quoting, knowledge of ARR, ACV, TCV revenue models, customer onboarding procedures, customer relationship management, escalation of client requests

Credentials: BA/BS preferred or equivalent experience

Experience: 4+ years of experience in a similar role as a Customer Success Manager, Helpdesk Manager, Support Engineer, Professional Services Consultant or Sales Engineer

Job Description:

Renewals Specialist Position Summary
The Renewals Specialist is responsible for the day to day management of assigned
customer accounts. This includes working closely with sales teams, professional
services, technical support, and sales operations to understand and resolve customer
issues. This position focuses on recurring revenue and software asset management in
your assigned accounts. This includes developing customer relationships that promote
retention and loyalty. You will have a strong understanding of CPQ quoting and license
auditing to ensure accuracy when engaging with Fortune 500 procurement teams.
What You'll Do:

  • Be a licensing expert and understand all the owned assets within a given
    account

  • Strong understand of complex software quoting

  • Understanding of Annual Recurring Revenue (ARR), Annual Contract Value
    (ACV), and Total Contract Value (TCV) Revenue Models

  • Work with professional services, technical support and regional sales team to
    ensure smooth onboarding of new customers

  • Work closely with customer on renewal during the Customer Journey for optimal
    retention.

  • Direct relationship with sales teams to drive expansions

  • Review client requests with technical support, product management and
    regional sales team and escalate as necessary

  • Identify at-risk accounts, and take appropriate action and/or escalate as needed

  • Ensure positive customer experiences by proactively managing and growing
    customer relationships, including identifying key stakeholders

  • Proactively start the procurement / renewal process three months prior to the
    renewal date to ensure on-time renewals

What You'll Bring

  • BA/BS preferred or equivalent experience

  • 4+ years of experience in a similar role as a Customer Success Manager,
    Helpdesk Manager, Support Engineer, Professional Services Consultant or Sales
    Engineer

  • Knowledge in privilege access management and cybersecurity best
    practices

  • Experience with other Privilege Access Service solutions such as CyberArk,
    BeyondTrust, Thycotic, etc. is a big plus

  • Comfortability interfacing directly with complex, multi-divisional, multi-
    geographical clients, preferably at the director level

  • Ability to understand high level technical aspects of the product, provide
    business and technical solutions to help customers optimize use of solution

  • Competency with Salesforce and Customer Success Management platforms

  • Ability to multi-task, problem solve, and work cross-functionally in a dynamic
    environment

  • Excellent verbal and written communication skills

Delinea Culture & Benefits:

Why work at Delinea?

  • We’re passionate problem-solvers doing our part to make the world a safer place.

  • We invest in people who are smart, self-motivated, and collaborative.

  • What we offer in return is meaningful work, a culture of innovation and great career progression.