Senior Renewals Specialist

WHO WE ARE

Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions delivered on Salesforce's leading cloud platform provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in San Jose, California with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

Become a key contributor in Certinia's Renewal Team assisting with accurately tracking renewal data, calculating renewal pricing options and support the company to ensure renewals are captured in a timely manner. 

Ideal candidate will have ability to work across multiple departments as a trusted advisor and support the information and compliance requirements of Customer Success, Deal Desk, Licensing, Finance, Legal, Support and others.

IS THIS YOU?

• Achieve your revenue-based quota by selling renewals/products/services, may offer upsell opportunities when appropriate
• Work within dedicated portfolio of customers 
• Provide accurate weekly/ monthly/ quarterly sales forecast
• Mastery of product knowledge and technical understanding of products and services to effectively assess client needs and requirements
• Successfully promote products or services for established client
• Utilize data to identify ‘at risk’ and adoption opportunities
• Initiate steps as needed to remediate customer concerns/roadblocks prohibiting satisfaction or product usage
• Manage external competitive pressures and effectively handle objections to retain customers 
• Manage high volume of customer contacts through phone and email each day – majority of communication is outbound
• Ensure high level of professionalism during all interactions with customers and prospects
• Effectively partner and build strong business relationships with both internal and external stakeholders to ensure customer expectations are met
• Collaborate with cross functional teams and management to optimize sales processes, systems and achieve a superior customer experience
• Maintain the customer management system (CRM) to ensure all relevant data is captured in a timely manner
• Other duties, as assigned and necessary

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE 

• A minimum of two years' experience in SAAS renewals, Sales Operations or equivalent role
• Comfortable partnering and engaging with cross-functional teams to ensure satisfactory customer renewals while delivering best possible renewal terms for Certinia
• Ability to organize, prioritize, complete activities and meet deadlines for a high volume of renewal transactions
• Requires the ability to acquire an understanding of the general functions of other divisions and their role in assisting with renewals
• Ability to proactively analyze and recommend the best course of action for complex pricing and licensing situations within a renewals cycle
• Knowledge of SFDC
• Expert knowledge of Microsoft Excel
• Strong oral and written communication skills