Senior Renewals Manager

Entrust is an innovative leader in identity-centric security solutions, providing an integrated platform of scalable, AI-enabled security offerings. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact!!

The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

Senior Renewal Managers are key members of the Customer Success organization and core to the retention strategy at Entrust. As a Sr. Renewal Manager, you will focus on named and strategic accounts in a specific Geo. This is a highly visible and large impact role, you will engage with customers to discuss renewal options, addressing any concerns or objections; collaborate with sales, customer success, legal, and finance teams to ensure smooth renewals, often negotiating terms and pricing. You would also have to analyze data to identify opportunities and risks, strategize on retention efforts, and maintain an accurate rolling forecast of renewals within your territory.

Responsibilities:

• Plan, drive, and lead all commercial aspects associated with customer renewals and bring renewals to a close
• Closely partner with Customer Success, Sales, and/or other internal teams to ensure a successful renewal cycle for Onfido customers.
• Engage directly with customers and manage a portfolio of renewals to ensure successful, on time execution.
• Negotiate and administer renewal contracts (in partnership with legal, finance, and deal desk) that align to customer goals.
• Be accountable for all internal or external inquiries pertaining to a customer renewal, including the ability to interpret and re-state contractual obligations.
• Qualify and properly disposition renewals using the Command of the Message framework.
• Discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth.
• Actively engage with key decision-makers to identify customer requirements and uncover roadblocks, so that continued partnerships with Onfido customers are secured.
• Maintain and report an accurate rolling 180-day forecast of renewals within a territory, while meeting or exceeding renewal quota
• Manage renewal opportunities and uphold current and accurate documentation in Salesforce CRM
• Cultivate customer retention by applying the Onfido renewal engagement playbook to yield optimal business practices to meet our customers’ expected business outcomes.

Basic Qualifications

• 5+ years of renewals management, sales, customer success, or customer focused account management experience; preferably within an Enterprise SaaS organization.
• Solid understanding of Identity Verification, Enterprise SaaS applications, or Enterprise Technology Services
• Consistent track record of quota attainment, and achievement of personal and team goals.
• Proven success in creating new processes and frameworks in a fast-paced environment.
• Strong oral and written English communication skills.