Job Description
The role involves managing customer retention and expansion within a high-volume portfolio by overseeing renewal cycles, identifying upsell opportunities, and collaborating with partners to ensure customer success 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 act as the primary customer contact
- Analyze customer usage, feedback, and support trends to identify early risks and prevent issues
- Diagnose customer challenges and collaborate with partners to implement corrective actions
- Own the renewal sales cycle, including forecasting, risk management, pricing negotiations, and contract execution
- Identify and qualify upsell and expansion opportunities within the customer base
- Collaborate with channel partners to co-manage renewal processes and develop account strategies
Requirements
- Manage a high volume of accounts representing approximately 20% of the global customer base around 140 accounts, including handling critical renewal blockers, defining and executing resolution paths that balance customer needs with company guidelines, and safeguarding ARR.
- Own the end-to-end renewal lifecycle, including 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 assigned territory, owning the entire 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 across shared customer accounts.
- Handle customer retention and ARR safeguarding as the primary mission, serving as the commercial single point of contact for the assigned territory.
- Proactively analyze customer usage patterns, feedback signals, and support trends to detect early risks and intervene before issues escalate.
- Diagnose root causes of customer challenges and partner with the Partner team to implement effective corrective actions that eliminate recurring issues.
- Manage the renewal sales cycle, including forecasting, risk prediction, pricing negotiations, and contract management.
- Demonstrate experience in managing customer accounts and renewal processes, with a focus on retention and expansion strategies.
- Possess strong communication and collaboration skills to work with customers, partners, and internal teams effectively.
Benefits & Perks
compensation/salary range (territory ARR with retention rate target 70-80, expand ARR target 20-30)
hybrid working options
company equity RSUs
generous PTO
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
Enterprise Account Executive, Sweden
Celonis
NEW
Stockholm
Full Time
2d
Business Development Representative Intern
Celonis
NEW
Raleigh
Internship
2d
Senior Manager, EMEA Value Engineering Strategy Operations
Celonis
NEW
London
Full Time
2d
More jobs in Munich, Germany
Client Delivery Lead - Residential Flex (f/m/d)
Kraken
Munich
Full Time
Jan 30
Account Executive, Portworx - Strategic Accounts Manufacturing EMEA
Pure Storage
Munich
Full Time
Feb 25
Cloud Native Architect, Strategic Accounts, Manufacturing EMEA
Pure Storage
Munich
Full Time
Feb 25