Renewals Manager

Описание вакансии

About Delinea:

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Renewals Manager Position Summary

The Renewals Manager is responsible for the day to day management of assigned customer accounts. This includes working closely with sales teams, professional services, technical support, and sales operations to understand and resolve customer issues. This position focuses on recurring revenue and software asset management in your assigned accounts. This includes developing customer relationships that promote retention and loyalty. You will have a strong understanding of CPQ quoting and license auditing to ensure accuracy when engaging with Fortune 500 procurement teams.

What You'll Do:

• Be a licensing expert and understand all the owned assets within a given account

• Strong understand of complex software quoting

• Understanding of Annual Recurring Revenue (ARR), Annual Contract Value (ACV), and Total Contract Value (TCV) Revenue Models

• Work with professional services, technical support and regional sales team to ensure smooth onboarding of new customers

• Work closely with customer on renewal during the Customer Journey for optimal retention.

• Direct relationship with sales teams to drive expansions

• Review client requests with technical support, product management and regional sales team and escalate as necessary

• Identify at-risk accounts, and take appropriate action and/or escalate as needed

• Ensure positive customer experiences by proactively managing and growing customer relationships, including identifying key stakeholders

• Proactively start the procurement / renewal process three months prior to the renewal date to ensure on-time renewals

What You'll Bring

• BA/BS preferred or equivalent experience

• 4+ years of experience in a similar role as a Customer Success Manager, Helpdesk Manager, Support Engineer, Professional Services Consultant or Sales Engineer

• Knowledge in privilege access management and cybersecurity best practices

• Experience with other Privilege Access Service solutions such as CyberArk, BeyondTrust, Thycotic, etc. is a big plus

• Comfortability interfacing directly with complex, multi-divisional, multi-geographical clients, preferably at the director level

• Ability to understand high level technical aspects of the product, provide business and technical solutions to help customers optimize use of solution

• Competency with Salesforce and Customer Success Management platforms

• Ability to multi-task, problem solve, and work cross-functionally in a dynamic environment

• Excellent verbal and written communication skills

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.