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Client Renewal Executive

$ 4,500 - $ 9,000 / month
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Key Areas of Responsibility and Tasks

The Renewals Specialist is responsible for delivering end-to-end renewal execution through partnership with Customer Engagement Executives, driving toward and ensuring mutually beneficial and successful outcomes. This role is responsible for interfacing with customers on SAP’s behalf to negotiate commercial terms and drive incremental revenue.

Renewals Specialists are the Renewal Center of Excellence representative who interface with field teams on a day-to-day basis. Renewals Specialists possess skills and knowledge in the area of renewal strategy, deal architecture, customer negotiation and internal navigating of commercial and legal teams.

Renewals Specialists are responsible for all internal process-related phases of renewals for Cloud Lines of Business, as aligned to the Customer Lifecycle Methodology end-to-end renewal execution model. They are responsible for ensuring internal processes and transactional requirements supporting commercial execution and revenue retention. This role is also an advocate to drive improvements within the business using insight and experience.

Renewal Execution Tasks:

  • Provide end-to-end renewal execution support; maintain knowledge of commercial negotiation, renewal execution, support on transactional steps related to renewals and replacements.
  • Provide renewal forecasting support by accurately scrubbing renewals 12 months in advance of expiration date; clean up data inconsistencies and ensure accurate order base value and contract dates.
  • Knowledgeable on internal SAP networks; experience navigating cross-functionally within customer engagement, sales, commercial and legal teams.
  • Knowledgeable on SAP Cloud Terms and Conditions and how to convert legacy agreements.
  • Knowledgeable on Scope of negotiation authority within SAP’s policies and procedures.
  • Knowledgeable in customer negotiation methods.
  • Knowledgeable in SAP CRM functionality (Opportunity & Quote).
  • Knowledgeable in Forecasting principles, methodologies, and triggers.
  • Knowledgeable in Renewal metrics, including uplift, upsell, cross-sell, etc. and how to accurately influence these metrics via SAP CRM in accordance with Cloud Bookings policies.
  • Knowledgeable in Regionally-specific process requirements;
  • Knowledgeable in Regional deal support structures and relationships with/ability to influence these teams.
  • Knowledgeable in Cloud LoBs’ product portfolio and entitlement metrics (conversant knowledge);
  • Able to Liaise with various approval steps including rev rec, finance, office of CFO, legal, etc.

Experience & Language Requirements

  • Minimum 3 years experience in renewals, sales, account management, or equivalent customer facing role.
  • Commercial negotiation experience with a proven record to meet or exceed renewal revenue goals.
  • Proven ability to influence different internal stakeholders using strong relationship and communication skills.
  • Ability to work through multiple SAP commercial software systems.
  • Proven ability to organize and prioritize tasks while being process oriented.
  • Communicate clearly both orally and in written form.

Education

  • Bachelor’s Degree or equivalent comparable experience