Renewal Manager
Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
We are looking for a proactive and results-oriented Renewal Manager to join our team. As a Renewal Manager, you will play a critical role in ensuring customer retention and maximizing revenue by managing the renewal process. You will work closely with customers, Sales, and Customer Success Managers (CSMs) teams to provide a seamless renewal experience.
Key Responsibilities:
- Own and manage the renewal process for an assigned portfolio of customers.
- Engage with customers 120 days before their renewal date to discuss contract terms, value realization, and future needs.
- Prepare and present renewal quotes, proposals, and contracts using Salesforce and other tools.
- Collaborate with Sales, Customer Success Managers (CSMs) and Sales Engineers (SEs) to address customer questions or technical requirements.
- Proactively identify and address at-risk renewals, developing strategies to mitigate churn.
- Negotiate contract terms and pricing to ensure a win-win outcome for the customer and Black Duck Software.
- Log all activities, updates, and customer interactions in Salesforce to maintain accurate renewal records.
- Identify and pursue upsell and cross-sell opportunities during the renewal process.
- Provide feedback to management on trends, challenges, and areas for process improvement.
Requirements:
- Experience in account management, renewals, or customer success in a SaaS or technology environment.
- Proven ability to manage multiple accounts and prioritize tasks effectively.
- Strong communication and negotiation skills with a customer-centric approach.
- Experience with CRM systems such as Salesforce; familiarity with renewal tools like Clari is a plus.
- Analytical mindset with the ability to interpret customer health data and usage metrics.
- Team players with the ability to collaborate across departments and work independently.
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.