Renewals Team Lead APJ Position

5 days ago

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

We are seeking a highly skilled Renewals Team Lead to join our APJ team. As a key member of the Renewals team, you will be responsible for leading our newly formed team in India while 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. This is a hybrid leadership and customer-facing role that requires strong leadership skills, customer relationships, sales and negotiation skills, analytical and strategic thinking, collaboration and teamwork, organization and time management, solution knowledge, and team skills.

The ideal candidate will have experience in renewals, customer success, sales, account management or equivalent customer-facing roles. They should also have 1-2 years of experience in a team leader (captain/coach) role and ability to balance a book of business while leading a small team. The candidate should be comfortable negotiating complex license agreements and have experience working with customers across APJ including Australia, Japan, Singapore, and Korea.

  • Key Attributes:
  • 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.

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