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Renewals Specialist (Remote) Jobs
Company | CrowdStrike |
Address | Sunnyvale, CA, United States |
Employment type | FULL_TIME |
Salary | |
Category | Computer and Network Security |
Expires | 2023-08-21 |
Posted at | 9 months ago |
#WeAreCrowdStrike and our mission is to stop breaches. As a global leader in cybersecurity, our team changed the game. Since our inception, our market leading cloud-native platform has offered unparalleled protection against the most sophisticated cyberattacks. We’re looking for people with limitless passion, a relentless focus on innovation and a fanatical commitment to the customer to join us in shaping the future of cybersecurity. Consistently recognized as a top workplace, CrowdStrike is committed to cultivating an inclusive, remote-first culture that offers people the autonomy and flexibility to balance the needs of work and life while taking their career to the next level. Interested in working for a company that sets the standard and leads with integrity? Join us on a mission that matters - one team, one fight.
- Gather requirements from Sales/Partners/Customer for renewal, expansion and upsell opportunities with clear understanding of co-term/true-up calculations and quoting.
- Delivering validated renewal quotes to Partner/Customers 90-120 days in advance of expiration.
- Provide high touch customer service, including escalation and coordination of support issues as needed.
- Working with Sales Operations/Finance/Deal Desk counterparts to validate that ACV categories and account ARR is accurate in Salesforce.com and escalating complex scenarios for review.
- Researching customer license purchase and renewal history and making recommendations based on prior activity.
- Assisting with qualifying the decision maker, buying process, budget and timeframe.
- Being a trusted resource for Sales on all things Sales Process as well as CrowdStrikes’ Pricing & Packaging policies.
- Consulting our existing customers to deliver feedback to the Product teams on new feature requests and product enhancements.
- Helping to calculate and validate challenging quoting scenarios including multidate co-terms, staggered deployments, module/feature upgrades with product dependencies and securing necessary internal approvals.
- Partner with Sales, Finance, Sales Ops Leads & Salesforce teams to provide accurate picture of Subject to Renew, New/Expansion ACV & Total Contract Value.
- Ensure expansions were accurately co-termed and that renewal revenue is being forecasted correctly.
- Assist Sales Leaders with accurate renewal & expansion forecasting (weekly/monthly/quarterly)
- Identify at-risk renewals and create Call to Action with appropriate account team
- Protect ARR & Avoid Surprises – make sure the risks are well known & the right individuals are involved.
- Summary of Trial Activity & Whitespace Opportunity (Support Cases & Overwatch Alert Activity to defend value)
- Share Best Practices & advise on how to package, price and present renewal proposals
- Develop deep understanding of various product depend rules and guide Sales on how to effectively price and position.
- Serve as a subject matter expert on how to build proposals, price and discount CrowdStrike’s product portfolio.
- Identify whitespace in accounts and create value-based presentations to promote upgrades and cross-sells.
- Assist with complex quote creation to allow Sales to focus on new business
- Be a resource for co-terming multiple subscription terms, applying volume discounts, blended rates and tiered pricing.
- Relevant industry experience: High Tech, SaaS, Cybersecurity preferred
- Experience managing forecasts in Clari preferred but not required.
- 3+ years of experience in Renewals, Sales Operations, Account Management, or Customer Success
- Experience and proficiency with MS Excel
- Bachelor's degree from an accredited college or university or relevant experience.
- Prior experience using Salesforce.com and/or Salesforce CPQ (SteelBrick)
- Exceptional communication skills demonstrated through email, conference calls, presentations, and internal meetings
- Extreme attention to detail and highly organized.
- Ability to successfully balance a wide variety of daily tasks and adjust priorities on the fly in a fast-paced environment over multiple engagements.
- Advanced formulas, prior work with large data sets, connectors & pivot tables highly preferred.
- Ability to work independently or in a team environment.
- SFDC Report building and Opportunity/Contract management experience
- Tech savvy & excited to work in a fast-paced environment
- Previous experience managing SaaS Subscription renewals process ideal.
- Market leader in compensation and equity awards
- Competitive vacation and flexible working arrangements
- Physical and mental wellness programs
- A variety of professional development and mentorship opportunities
- Paid parental leave, including adoption
- Comprehensive and inclusive health benefits
- Offices with stocked kitchens when you need to fuel innovation and collaboration
- Remote-first culture
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