As a Strategic Renewals Manager, you are accountable for coordinating, defining and executing the account renewal strategy for Subscription and Services with the Workiva Account team. Through strategic conversations at all levels within an existing customer, you’ll focus on renewing subscriptions on-time, adding new products & services and providing the highest level of customer service throughout the entire quote-to- cash process. Your ability to drive business processes, sustain and renew subscriptions, resolve customer issues/problems, and effectively manage your time will contribute to our mutual success. The Renewal team closely collaborates with Sales, Finance, and Support while managing subscriptions, co-terms for up-sell opportunities, and supporting the company's strategic subscription renewal strategy & process.
What You’ll Do
Sales
Manage existing programs to maximize company revenue and resolve customer-related contract issues
A point of contact with Account Managers to proactively manage subscription opportunities and/or resolve issues that may hinder them from maintaining a relationship with Workiva
Accountable for reviewing and validating installed base reports
Uncover accounts which may be at risk and develop plans to mitigate and bring them to closure
Develop and communicate process change and improvements to optimize programs and enhance relationships with necessary company external customers and internal support groups
Presents to Customers: Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva suite of products and services to create a customer belief that they must have Workiva products
Handles Objections: Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; understands the difference between a stall and an objection
Closes Sales: Naturally leads the sales process to a close by demonstrating Workiva superior value proposition
Negotiates the Sale: Facilitates successful outcomes to optimize profits
Maintains the customer relationship as well as growing the business
Understands the competitive landscape and is able to communicate Workiva value proposition to beat the competition.
Individual Responsibilities
Reports Customer Contacts: Updates customer relationship management tools regularly and timely
Forecasts Sales: Provides consistent and accurate forward-looking information though pipeline analysis
Plans Sales Strategy: Plans and executes sales strategy with purposeful action to complete the sale
Optimizes Internal Resources: Gathers internal support to pursue an account
Prioritizes selling activities and follows through in a timely fashion
Communicates regularly with a base of accounts that have the potential to increase Xbrl services
Maintains a strong knowledge of Workiva products through a commitment to ongoing training
What You'll Need
Minimum Requirements
Bachelor's degree or equivalent working knowledge and experience in lieu of a degree
2-4 years SaaS sales or renewal experience within a SaaS environment
Preferred Requirements
Basic knowledge of accounting
Excellent territory management skills
Exposure to Force Management training
Traveling Requirements & Working Conditions
Up to 30% travel for internal training and external events
Reliable internet access for any period of time working remotely, not in a Workiva office
Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
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