Renewals Manager at Abnormal Security in Remote

About Abnormal Security:Abnormal Security is defining the next generation of email security defense. Our platform uses machine learning and artificial intelligence to baseline communication content, user identity, and behavioral signals in real-time and at-scale in order to detect the abnormalities of email attacks. Customers love us because we consistently detect and stop what everyone else in the market can't -- advanced attacks that have never been seen before -- and we do so with beautiful user interfaces and best-in-industry customer support. Our veteran team has built some of the most enduring machine learning platforms at leading companies including Google, Twitter, Pinterest, Amazon, Microsoft, and Expanse. We are located in San Francisco, New York City and Salt Lake City. Position Summary RM's own and execute a portfolio of renewal contracts of Abnormal customers across an assigned account base, per Gross Revenue Retention targets defined for the year and quarter. RM's work internally and with customer decision makers to develop a holistic view of the account's renewal position (trending Churn, Risk, Win), and define a strategy (Renewal Close Plan) in consultation with the AE to drive renewals to on-time closure, as well as minimize renewal risk and financial attrition. You are expected to bring a strong knowledge of negotiation strategies and purchase options, and coordinate with cross-functional resources (especially the assigned CSM and AE, but also Finance and Legal as needed) to provide a unified path to securing renewals. You will help maximize account growth by identifying incremental opportunities in close coordination with the AE fitting for the contract renewal. You will also be incented and strive for early, multi-year renewals that provide predictable revenue and longer-term commitments that benefit both the business and manageability of your portfolio. What You'll Do:Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per Gross Revenue Retention targets. Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing customer trust, with a preference for early, multi-year renewals. Coordinate closely with assigned Account Executives to identify opportunities to up-sell/cross-sell into the renewal, along with the overall commercial (pricing) strategy. Develop a deep understanding of customer procurement process, and how to navigate it successfully for optimal renewal outcomes. Monitor and accurately report on customer accounts, renewal pipeline, and gross retention and renewal forecasts for your territory on a rolling basis. Develop renewal close plans 180 days in advance of the renewal due date in close consultation with the assigned CSM and AE, and maintain and review them on a recurring basis until the renewal is secured. Through your forecast and close plans, communicate and coordinate on renewal risk to internal resources in order to develop proactive resolution strategies, including Executive Engagement. As relates to the renewal and its position, contribute to the AE's strategic account plan and CSM's success plan to help ensure a consistent voice and approach is taken with the customer. What you'll need to succeed:Excellent executive level communication and presentation skills. Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business. Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level. High competency in SaaS pricing and licensing options and Return on Investment discussions. Experience in a quota carrying role with proven achievement. Ability to project manage the renewal cycle, pulling in necessary resources. High degree of creative ability, analytical and business skills, and independent judgment.Qualifications:BS/BA (or equivalent) plus 5years related sales experience and 3years of experience managing SaaS renewals for enterprise customers in a high growth, multi-product environment. Experience in an enterprise solution sales environment, having partnered with Account Executives to develop and close opportunities $100Kin ARR. Experience preferred with networking technologies, including email security products Proven track record in delivering excellent gross revenue retention results against pre-defined goals and targets. Excellent communications skills (written and verbal) used to establish and maintain client executive relationships, including budget owner / buyers and VP or C level stakeholders. Prove ability to establish strong relationships with your internal resources (Sales, CS, Product, Finance, Legal) to provide the most for your customers. Why Abnormal Security:Competitive pay and equity One of the most proven machine learning teams in Silicon Valley Best-in-class customer traction and growth Team-wide commitment to excellence, velocity, and customer-focus Strong growth opportunities and high ownership expectations Full medical, dental, and vision health insurance benefits Daily catered lunches and snacks Generous PTOSalary Range:$80K -- $100KMinimum QualificationCorporate FinanceEstimated Salary: $20 to $28 per hour based on qualifications.