Job Description

Alongside CyberArk broader Sales and Customer Success teams, our Renewal Managers are playing a critical role in CyberArks customer CARE (Close, Adopt, Renew, Expand) strategy. As such, CyberArk is looking for Renewal Managers who are motivated, collaborative and process-oriented individuals to secure up-for-renewal dollars and identify possible expansion opportunities. Ideal candidates will exhibit high levels of business and sales acumen all the while maintaining a customer-first approach.

Responsibilities:

• Protect and Grow Annual Recurring Revenue (ARR) for the growing subscription and SaaS customer base by securing renewal contracts before expiration with standard price uplifts.
• Engage customers in conversations to understand budgets, key stakeholders, approval processes and timelines.
• Understand customer needs and demonstrate account management capabilities to bring renewal to closure.
• Responsible for managing quote to close process for all renewals within an assigned territory.
• Accurately review, prepare and present renewal sales quotes, at least 90 days in advance of expiration.
• Accurate quarterly forecasting.
• Effectively defend against competitive pressures, within perpetual and SaaS environments, and help drive upsell/cross-sell and uncover additional expansion opportunities at the time of renewal.
• Partner closely with Customer Success to understand the health status of customers and drive adoption.
• Identify potential renewal risks by monitoring customer adoption and health status, and collaborate with internal teams to develop and execute mitigation plans.
• Ownership of contract processes along with corresponding customer communications encompassing co-terming, upselling and multi-year options related to subscription renewals
• Provide Management and Renewals Operation Team with regular and accurate updates on renewal contract statuses and customer escalation requests when needed.
• Proficiency in navigating and nurturing Distribution and Channel relationships
• Communicate and effectively partner with Deal Desk, Sales Operations, Legal, Finance and Sales Management to navigate complex customer requests to bring renewals to closure.
• Meet and exceed annual and quarterly renewal rate goals.

Qualifications

• 5+ years of experience with software/subscription renewals - experience in SaaS environments a plus.
• Demonstrate executive presence and the ability to effectively present to and communicate with customers at the executive level.
• Proficiency in contract negotiations and a consistent track record of quota achievement
• Excellent organizational and time-management skills.
• Smart, bold and humble attitude with a continuous improvement approach to align with Palo Alto Networks values.
• Excellent customer management skills; including sales, account management, and customer service.
• Ability to identify areas of process improvement and efficiency.
• Proficiency in SFDC, CPQ, G-Suite and Tableau is preferred.