Renewal Manager - Americas

As a Renewal Manager at CyberArk, your primary responsibilities include protecting and growing annual recurring revenue by managing renewals of subscription contracts, engaging customers to understand their needs and timelines, and effectively navigating the quote-to-close process within your assigned territory. You'll partner with Customer Success to ensure customer health and drive adoption while also uncovering upselling opportunities.

Candidates for the Renewal Manager position at CyberArk should possess at least 5 years of experience in software or subscription renewals, particularly in SaaS environments. Skills in contract negotiation, customer management, and excellent organizational capabilities are crucial. A track record of achieving quotas is essential alongside proficiency in tools like SFDC and Microsoft Office.

At CyberArk, a Renewal Manager plays a vital role in executing our CARE strategy by not only securing renewal contracts but also identifying potential expansion opportunities. By understanding budget allocations and crucial stakeholders within customer organizations, Renewal Managers help ensure that customers continue to receive value from our services, ultimately contributing to the company’s growth.

Effective communication skills are essential for a Renewal Manager at CyberArk. You’ll need the ability to present ideas clearly to customers at the executive level, foster strong relationships, and strategize effectively with internal teams like Sales Operations and Deal Desk. Your ability to articulate value and navigate complex customer requests is critical to closing renewals efficiently.

CyberArk promotes a collaborative and dynamic work environment for Renewal Managers. Here, you’ll find a culture that values teamwork, innovation, and continuous improvement. CyberArk encourages professional growth, providing opportunities to work on diverse accounts and engage in meaningful interactions with customers across different sectors.

Discuss your previous roles where you managed subscription renewals. Highlight the number of accounts you’ve handled, any specific metrics related to renewal rates or revenue growth, and the strategies you used to ensure customer retention.

Emphasize your customer-centric approach. Discuss how you prepare for these conversations by researching the client’s previous engagement, aligning your discussions around their needs, and being able to communicate the value of renewing their contracts.

Outline your systematic approach to managing the renewal process, including your organization in tracking deadlines, engaging stakeholders early on, and maintaining clear communication with internal teams to ensure timely contract preparation and closure.

Explain your strategies for defending against competitor offers. Emphasize your ability to articulate CyberArk’s unique value proposition and how you stay informed about competitor offerings to effectively mitigate competitive pressures.

Share a specific example that illustrates your problem-solving skills, focusing on the steps you took to understand the customer’s concerns, communicate effectively, and navigate through to a successful renewal outcome.

Be prepared to discuss tools you’ve used, such as Salesforce (SFDC) or CPQ software, and how they assist you in tracking contracts, managing timelines, and forecasting revenue accurately.

Focus on your proactive communication strategies, regular engagement with customers to assess their satisfaction levels with the product, and readiness to address concerns or questions throughout the renewal cycle.

Discuss your approach to building relationships through consistent follow-ups, providing value beyond contract renewals, and showing genuine interest in their success using CyberArk’s solutions.

Explain your strategy for understanding their hesitance, addressing any concerns or objections, and providing tailored solutions that reaffirm the value of renewing with CyberArk.

Share your enthusiasm for CyberArk’s mission in Identity Security and your desire to contribute to customer success. Highlight the importance of renewals in driving company growth and the relevance it has in relationship management.