Role Overview

The Renewal Manager position is responsible for protecting and expanding the Devo installed base by maintaining revenue and renewal yield in assigned accounts and ensuring a satisfied customer.

Key Responsibilities:

• Will develop insight into the customer's key business initiatives, current use of the product, and future-state requirements for continued adoption.
• Attends quarterly reviews with each customer to develop regular insights, review the portfolio, understand business challenges, and develop insight with an aim toward return on investment.
• Incorporates risk mitigation and asset protection into account management strategy.
• Maintains accurate forecasts; provides regular pipeline forecasts and business health checks to management as required for both anticipated revenue and timing.
• Meet or exceed revenue quota goals on a monthly, quarterly, and yearly basis.
• Maintain and expand sales, product, and use cases through territory, industry, market, and competitive knowledge and skills.
• Owns narrative of high-level value for business alignment that encapsulates current state value to future state account and revenue plan.
• Start the renewal process early to ensure on-time renewals and growth potential.
• Recognizes future fiscal year accounts with potential revenue deficits and works with the Customer Success Team and customers to mitigate the deficit.

• Create and maintain the renewal account plan, a comprehensive view of the installed base including expected renewal yield, capacity requirements, new product or use case needs, product/platform usage, risks/challenges/opportunities in assigned accounts.
• Responsible for year-over-year revenue of the account, through protecting the install base in renewal transactions and/or introduction of new products or use cases.
• Overall ownership of, and responsibility for, assigned transactions, including negotiation, quoting, approvals, booking, etc.
• Work closely with finance and legal.
• Executive presentations to showcase success to include a review of best practices that can be memorialized to support knowledge transfer across Customer Success.
• Maintain, track, and update sales notes, account plans, competitor information, customer contacts, use case, and customer initiatives in systems but not limited to Salesforce, Gainsight, etc.
• Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization.
• Maintain a positive, professional 'total customer service' attitude.
• Be a thought-leader and ally for customer-facing teams; work closely with all customer success business units to prioritize lifetime value and mutually beneficial outcomes for customers and Devo.

Qualifications:

• Must have previous software or B2B SaaS sales experience.
• 3 or more years of sales experience, including 1-3 years experience with software or SaaS industry renewal transactions.
• Can work independently, and be a logical and analytical thinker.
• Ability to understand and present Devos vision, strategy, and organization.
• Able to learn Devos sales methodology, pricing, licensing, and booking process.
• Strong selling, positioning, and negotiation skills.
• Effective communication, teamwork, and interpersonal skills, including the ability to collaborate with other team members and to assemble, direct and motivate virtual account team members.
• Ability to create and execute a collaborative strategy for each account/renewal.
• Time Management, including managing and prioritizing multiple concurrent transactions.
• Learn the application of Devos Solution Sets: Learn, know and understand Devos products and range of solution sets, how to identify the best possible solutions to meet customers' business needs and how to appropriately position Devo solutions with customers.
• Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.

Preferred Education:

We prefer college-educated applicants or global equivalent experience in an IT, business, or sales-related field.

Why work at Devo?

• Youll join a Great Place to Work certified company where we value our people and provide the tremendous opportunities that come with a hyper-growth organization.
• Be part of an international company with a strong team culture that celebrates success. Share our core values: Be bold - Be Inventive - Be humble - Be an ally.
• A flexible work environment that lets you work in the way that works best for you in office, fully remote, or hybrid.
• Work in an environment that will challenge you and enable you to grow as a professional. Our professional development programs include:
• Company-paid job-related technical certifications, plus you can earn a bonus for achieving certain certifications.
• Personal development plans based on career paths and free access to an extensive variety of online learning courses.
• Spanish/English lessons.
• Company-funded learning opportunities for professional development. (ex. conferences, classes, certifications)
• Full support for internal job movements as part of career development.

Comprehensive benefits, including:

• Flexible health benefits including medical, dental and vision coverage.
• 401(k) program with company match.
• Employee Stock Option plan.
• 14 weeks of fully paid parental leave for the birth or adoption of new children.
• A monthly stipend to help set up your home office.
• Rewards & Recognition program.
• Employee referral program get a bonus for helping friends get jobs at Devo!
• Office centrally located in Kendall Square, Cambridge, featuring a well-stocked kitchen with free coffee, cookies, and fruit every day, lunch on Wednesdays, and an in-office gym!
• Matching donations program it is important to give back to our community. Devo matches employee donations to many charitable organizations that further our values and those of our employees .
• Gender and diversity initiatives to increase visibility, inclusion and belonging.