Job description 

About the job

Primary Responsibilities:

• Serve as primary contact to develop and execute win/win negotiation strategies for medium to large account contract renewals that optimize contract terms while protecting and enhancing customer trust. Own, drive and manage the renewals process in collaboration with the account team.
• Ensure successful and on-time renewals for the account prior to the contract end date and executing all renewal back-end work in a timely manner for the assigned customer base.
• Present renewal proposal(s) and options to customer and notify customer of upcoming contract expiration.
• Partner with Account Executives/CSMs/ Enterprise Negotiations, Licensing Operations and Sales Operations to fully understand and develop a clear renewal strategy for each customer based on data driven decisions.
• Provide rapid, focused response to customer and CSM requests including via sales processing procedures (COMMIT).
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure.
• Secure and validate renewal orders, driving maximum renewal and up-selling from the install base which includes confirming the delivery of quote to partners/end customer and facilitate the order Processing and approval of Purchase orders.
• Engage, as required, with the supporting functional teams to resolve issues raised by customers related to their sales deeds.
• Provide executive management with complete visibility to renewals and solicit executive involvement and escalate as required.
• Accurately maintain/update a rolling 120 day forecast of renewals in your territory and ensuring any uncovered risk is clearly communicated to develop resolution strategies.
• Follow and adhere to best practices for all internal processes including Opportunity Management, Data Quality, Quoting and Forecasting.
• Engage in strategic account planning with key stakeholders across the business to ensure accountability across teams; act as a Renewals brand ambassador.

Additional Responsibilities

• Follow and adhere to best practices for all internal processes including Opportunity Management, Data Quality, Quoting and Forecasting.
• Directs internal Institute resources, including pre-sales and post-sales services, contracts, etc. in order to reach objectives.
• Assumes consultative role in dealing with technical issues and interpreting applications needs; prepares customer profiles based on needs analysis of hardware, software, applications, and user levels.
• Conducts extensive follow-up with customers to track satisfaction levels and uncover additional sales opportunities.
• Prepares and delivers presentations to customers at the highest level of management.
• Effectively manages business expenses

Knowledge, Skills and Abilities

Thorough knowledge of basic sales techniques

• Good written, verbal, and interpersonal communications skills
• Good organizational skills
• Ability to work and learn independently
• Ability to work effectively in a team environment
• Ability to travel occasionally
• Ability to work in a fast-paced CS Environment
• Knowledge of SAS products, solutions and services preferred
• Advanced knowledge of SAS technology, architecture and resources; and
• Advanced knowledge of Cloud technologies (Cloud Fundamentals Intermediate) is a must
• Ability to demonstrate a strategic mindset to enable persuasive conversations with customers
• Advanced proficiency with contract renewal processes.
• Negotiation Skills
• Ability to co-ordinate and direct a team of Renewal Specialists