Cloud Renewals Manager
About iManage
iManage transforms how professionals in legal, accounting and financial services get work done by combining the power of artificial intelligence with market leading document and email management. iManage automates routine cognitive tasks, provides powerful insights and streamlines how professionals work while maintaining the highest level of security and governance over critical client and corporate data. Over one million professionals at over 3,000 organizations in over 65 countries – including more than 2,000 law firms and 500 corporate legal departments – rely on iManage to deliver great client work.
Learn more at: www.imanage.com
Position Overview
The iManage Cloud is growing exponentially and we need a team lead to ensure the integrity and consistency of our new cloud contracts as well as managing and forecasting the iManage Cloud renewal business. The role will partner with Legal, Sales, Finance, Customer Success and Technical Support to execute our retention and renewals strategy. Cloud renewal team members take ownership of all renewal opportunities, forecasting, engaging internal resources and closing renewals prior to contract expiration.
Key Responsibilities
- Provide operational oversight regarding our cloud billings
- Achieve or exceed monthly renewal targets and provide senior management with an accurate forecast and risk analysis of all assigned accounts with in your team
- Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing the customer relationship
- Closely monitor at risk accounts. Work with Customer Success, Support, Cloud Services, Professional Services and Technical Support leadership to resolve customer issues and help remove barriers for the team
- Lead weekly/monthly calls to discuss renewal forecast, top renewals, and at risk accounts
- Help develop renewal best practices and educate across the company the importance of those practices
- Own, drive and manage the renewals process in collaboration with the account team
- Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to drive renewal to on-time closure
- Communicate risk clearly and take the lead in developing resolution strategies
Qualifications Requirements
- BA or BS in equivalent is required
- 5+ years of relevant experience (preferably sales/account management/renewals experience from a SaaS company)
- Fundamental understanding of SaaS product solutions
- Strong organizational skills with the ability to manage multiple projects simultaneously
- Considerable interpersonal skills are mandatory, including the ability to establish and maintain effective working relationships with others
- "Can-Do" approach to a wide and rapidly changing workload
- Ability to prioritize and adapt to a mixture of activities is a must
- Excellent listener – encourages information from people
- Enjoy working in an informal environment with a "start-up" culture