Job Description
The role involves managing customer retention and expansion within a SaaS company's renewal management team, focusing on driving renewals, identifying upsell opportunities, and collaborating with partners to ensure high customer satisfaction and revenue growth.
Key Responsibilities
- Manage a high volume of customer accounts to drive retention and safeguard ARR
- Handle renewal blockers, define resolution strategies, and serve as the primary customer contact
- Analyze customer usage and feedback to identify early risks and prevent issues
- Diagnose customer challenges and collaborate with partners to implement corrective actions
- Manage the end-to-end renewal cycle, including forecasting, risk assessment, pricing negotiations, and contract execution
- Identify and qualify upsell and expansion opportunities within assigned territory
- Collaborate with channel partners to co-manage renewal processes and develop account strategies
Requirements
- Manage a high volume of accounts representing approximately 140 accounts, including 50 based in DACH, covering all customer expanding from LATAM, Europe, Middle East, and Africa.
- Serve as the commercial single point of contact for the assigned territory, focusing on customer retention and ARR safeguarding.
- Handle critical renewal blockers with full ownership, defining and executing resolution paths that balance customer needs with company guidelines while safeguarding ARR.
- Maintain a proactive issue-prevention mindset by continuously analyzing customer usage patterns, feedback signals, and support trends to detect early risks and intervene before they escalate.
- Diagnose the root causes of customer challenges and partner closely with the Partner team to implement effective corrective actions that eliminate recurring issues.
- Own upcoming renewal forecasting, accurately predicting churn and downgrading risk, managing pricing negotiations, and ensuring timely contract execution to safeguard ARR.
- Identify and qualify latent expansion opportunities within the territory, owning the end-to-end sales cycle for upsell opportunities.
- Collaborate closely with Channel Partners to co-manage renewal cycles, develop mutual account strategies and execution plans, and ensure seamless customer experience and revenue retention.
- Possess experience in managing the end-to-end renewal lifecycle and strategic upsell identification within a SaaS or similar environment.
- Demonstrate ability to manage a territory with a retention rate target of 70-80% and an expansion ARR target of 20-30%.
Benefits & Perks
compensation components: territory ARR with a retention rate target 70-80, expand ARR target 20-30
hybrid working options
company equity RSUs
generous PTO
comprehensive benefits
extensive parental leave
dedicated volunteer days
access to resources such as gym subsidies, counseling, and well-being programs
benefit from a dedicated learning program and mentorship opportunities
Ready to Apply?
Join Celonis and make an impact in renewable energy
Stay Updated on Sustainability Jobs
Get the latest renewable energy jobs and career tips delivered to your inbox.
Job Alerts
Get notified about new sustainability jobs
More at Celonis
More jobs at Celonis
Global People Business Partner
Celonis
NEW
Raleigh
Full Time
2d
Global People Business Partner
Celonis
NEW
New York
Full Time
2d
$145k-165k
Senior Management Technology Consultant
Celonis
NEW
Munich
Full Time
2d
More jobs in Munich, Germany
Operations Analytics Engineer - m/w/d
Octopus Energy
Munich
Full Time
Dec 17
Territory Systems Engineer, Commercial, Germany
Pure Storage
Munich
Full Time
Dec 18
Partner Technical Manager
Pure Storage
Munich
Full Time
Dec 20