Commercial Scale Renewals Manager, APJ

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Overview

As a Renewal Manager, you will be responsible for managing and renewing customer contracts across APJ to ensure customer retention and revenue growth. You will work closely with sales, customer success, and other cross-functional teams to develop and execute renewal strategies. Reporting to the Team Lead, Scale Renewals APJ, the Renewal Manager is a customer facing role and understands it is not just a transactional role, but a strategic role in capitalising on the opportunity to validate value with Okta as well as renew their service for another term.

About Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth. Okta is the leading independent identity provider. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time.

About the Role

In this role you will manage and renew customer contracts across APJ to ensure customer retention and revenue growth. You will collaborate with sales, customer success, legal, and other internal teams to align renewal strategies and drive renewals.

Responsibilities

• Customer Relationships: Build and maintain strong relationships with customers, understand their needs, and proactively engage to ensure timely renewals. Provide excellent customer service and address concerns promptly.
• Sales and Negotiation: Demonstrate strong sales and negotiation skills to renew contracts on favorable terms. Identify upsell and cross-sell opportunities and present the value of renewing contracts.
• Analytical and Strategic Thinking: Analyze data to identify renewal risks, opportunities, and trends. Develop and execute strategic renewal plans including contract terms, pricing, and product/service offerings.
• Collaboration and Teamwork: Work with internal teams such as sales, customer success, and legal to ensure a seamless renewal process and align on account strategies.
• Organization and Time Management: Manage a large portfolio of contracts, ensure timely follow-up, documentation, and completion of renewal activities. Prioritize tasks to meet renewal deadlines.
• Solution Knowledge: Apply knowledge of Okta’s solutions, products, and contract structures to position renewal options and minimize friction. Communicate value-based positioning to stakeholders, including executives; handle objections and position new products.
• Forecasting: Use information from systems and the account team to forecast renewals both short and long term.
• Team Collaboration: Share win/loss stories and improvements with local and global teams; may require occasional after-hours work for global events or training.

Qualifications (What you would be ideal for)

• Experience in renewals, customer success, sales, account management, or equivalent customer-facing role
• Comfort negotiating complex license agreements
• Experience working with customers across APJ including Australia, Japan, Singapore, and Korea
• Ability to close deals with integrity and independence
• Highly organized with strong attention to detail
• Strong verbal, written, and presentation skills
• Ability to organize, prioritize, and meet deadlines; manage multiple renewals concurrently
• Experience managing workload spikes related to end of quarters
• Experience recording information in CRM systems
• Team player who helps where needed and seeks continuous improvement
• High activity level, self-motivated, tenacious, and an effective influencer
• Willingness to participate in global meetings, training, and kickoff events

What you can look forward to as a Full-Time Okta employee

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment, providing the tools, technology and benefits to empower our employees to work productively in a setting that best suits their needs. Some roles may require travel to office locations for onboarding.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy.

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