Manager, Renewals Management

1 week ago

Taguig, National Capital Region, Philippines Okta, Inc. Full time

Get to know Okta

Okta is The World's Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we're looking for lifelong learners and people who can make us better with their unique experiences.

ABOUT US

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. With more than 7,400 pre-built integrations to applications and infrastructure providers, Okta provides simple and secure access to people and organizations everywhere, giving them the confidence to reach their full potential.

We're dedicated, passionate, innovative, and relentless problem solvers. We believe that providing simple and secure access to people and organizations everywhere will empower them with the confidence to reach their full potential.

JOB DESCRIPTION

As a Team Lead, Scale Renewals APJ, you will be responsible for leading our newly formed team in India whilst also managing and renewing a book of business 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 Manager, Renewals APJ, the Team Lead, Scale Renewals APJ is a hybrid leadership and customer facing role. The leader understands it's not just a transactional role, but a strategic role in capitalising on the opportunity to validate their value with Okta as well as renew their service for another term.

Key Attributes for a Renewals Manager:

  • Leadership: Lead the newly formed Scale Renewals APJ team in Philippines, focusing on building a strong team culture of high performance, accountability, and attention to detail.
  • Forecasting: Own the renewal number for the Scale APJ territory, leading the team to maintain high quality, accurate forecasting to roll out into the broader APJ renewals forecast.
  • Customer Relationships: Build and maintain strong relationships with customers, understand their needs, and proactively engage with them to ensure timely renewals. Provide excellent customer service and address customer concerns or issues in a timely and satisfactory manner.
  • Sales and Negotiation Skills: Demonstrate strong sales and negotiation skills to successfully renew customer contracts at favorable terms. Identify upsell and cross-sell opportunities to drive revenue growth. Prepare and deliver compelling sales presentations to customers to articulate the value of renewing their contracts. Understand the best strategies for objection handling.
  • Analytical and Strategic Thinking: Analyse data and metrics to identify renewal risks, opportunities, and trends. Develop and execute strategic renewal plans tailored to each customer's unique requirements, including contract terms, pricing, and product/service offerings.
  • Collaboration and Teamwork: Collaborate with internal teams, such as sales, customer success and legal, to ensure a seamless renewal process. Work closely with the sales team to align on account strategies, identify customer expansion opportunities, and resolve any customer-related issues.
  • Organization and Time Management: Manage a large portfolio of customer contracts and renewals, ensuring timely follow-up, documentation, and completion of renewal activities. Prioritize tasks and manage time effectively to meet renewal deadlines and achieve renewal targets.
  • Solution Knowledge: Utilise strong knowledge of Okta's solutions, products, and contract structures to position the best renewal options and minimise friction in the renewal process. Understand value-based positioning and can link and communicate it to C-Suite personnel as well as procurement. Skilled in objection handling and positioning new products and support products.
  • Team: Work closely with the local and global team to share win and loss stories, operational improvements and other initiatives to improve the team. Occasionally, there is a requirement to work outside of local office hours in order to attend global kick offs, training, as well as other events.

You would be ideal for this role if you have:

  • Experience in renewals, customer success, sales, account management or equivalent customer facing role.
  • 1-2 years experience in a Team Leader (captain/coach) role.
  • Ability to balance a book of business whilst leading a small team.
  • Comfort negotiating complex license agreements, ranging from USD$1K - USD$40K.
  • Experience working with customers across APJ including Australia, Japan, Singapore, and Korea.
  • Ability to tactfully close deals with a high degree of integrity and independence.
  • Highly organized with strong attention to detail.
  • Strong oral, written and presentation skills.
  • Ability to organize, prioritize, complete activities and meet deadlines on a daily basis.
  • Requires the ability to manage several concurrent renewals at once, as well as working with internal teams and role-based activities.
  • Ability to manage the spikes in workload related to end of quarters.
  • Experience recording information in CRM systems.
  • Team player who enjoys assisting where needed and finding ways to help.
  • High activity level, enthusiastic, self-motivated, tenacious.
  • Proven influencer and negotiator.
  • Someone who is focused on continuous improvement.
  • Ability to maintain enablement as Okta continues to evolve and change.
  • Flexibility to occasionally attend global meetings, training, kick offs as well as other events.

Okta is an Equal Opportunity Employer.

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