Job Profile

Sr Renewal Specialist

Overview

Blue Yonder is searching for a highly motivated sales-minded individual with a track record of proven results in a sales role showing incremental growth year over year and portfolio expansion in existing customers. The right individual will use their SaaS sales experience to collaborate with our Blue Yonder teams to expand our customers' footprint and effectively increase our revenue profitability for the company. They’ll have a strong understanding of the sales process, proficient negotiating skills, excel at expanding customer’s footprint, and the ability to showcase our business value compellingly. Driving renewal objectives, fostering strong relationships, and guiding customers through the preparation, negotiation, and management of subscription renewals are essential to maintaining and enhancing customer partnerships. This approach ensures customers are set up for long-term success while maximizing financial outcomes for Blue Yonder.

Lead the renewal process for SaaS customers, ensuring seamless and timely renewals while preserving the value of the Blue Yonder platform and solution suites with a focus on expansion and upsell i.e., consumption.

Collaborate closely with cross-functional internal teams, including Sales, Customer Success, and Product, to gather necessary information and insights for successful renewals and upselling opportunities.

Actively participate in the account team, providing valuable insights and recommendations on renewal strategies, pricing, and upselling opportunities.

Regularly analyze customer usage and feedback to identify opportunities for upselling, cross-selling, and enhancing customer satisfaction.

Develop and execute long-term renewal strategies that address the unique needs of both the customers and Blue Yonder, fostering a strong and mutually beneficial relationship.

Negotiate with customers to increase Annual Recurring Revenue (ARR) and profit margins while maintaining a win-win approach that aligns with both customer and Blue Yonder requirements.

Maintain a 12-month rolling forecast for the book of business, accurately predicting renewal dates, upselling opportunities, and potential risks.

Identify at-risk customers proactively and take appropriate actions to mitigate churn, ultimately increasing customer retention rates.

Prioritize tasks based on account requirements and manage multiple renewals simultaneously, ensuring efficient and effective renewal processes.

Stay up-to-date with industry trends, competitive landscapes, and customer needs to continuously refine renewal strategies and ensure customer success.

Effectively execute the commercial contract during the renewal transaction, ensuring compliance and adherence to company policies and standards.

Meet or exceed customer renewal revenue quota while maximizing pipeline conversion.

Ability to present and engage with cross-functional teams and executive management.

Qualifications

4+ years of Sales / Renewals / Account Management experience primarily within a SaaS organization

Proven track record of success in account managing a high-volume of renewals

Expertise in negotiating contracts, expanding customer footprint and working with SaaS renewals 

Experience working across functions to deliver customer /client facing quotes/proposals/contracts

Experience scaling companies in a high-growth environment

Ability to organize and prioritize activities and escalations

Proven experience with forecasting and achieving or exceeding quota targets

Strong communication and presentation skills, both verbal and written

Strong interpersonal skills and experience building relationships both internally and externally

Strong financial/analytical background with a sales mindset

Salesforce/Apttus or other CRM experience preferred

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values

Diversity, Inclusion, Value & Equity (DIVE) is our strategy for fostering an inclusive environment we can be proud of. Check out Blue Yonder's inaugural Diversity Report which outlines our commitment to change, and our video celebrating the differences in all of us in the words of some of our associates from around the world.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.