E2open is the connected supply chain platform that enables the world’s largest companies to transform the way they make, move, and sell goods and services. We connect more than 400,000 partners as one multi-enterprise network. Powered by the network, data, and applications, our SaaS platform anticipates disruptions and opportunities to help companies improve efficiency, reduce waste, and operate sustainably. Our employees around the world are focused on delivering enduring value for our clients.
This role can be remote in most states, but we are not currently accepting applications from residents of NY, CO, CA and WA.
The Area Sales Director is responsible for retaining and growing revenue from our existing client base by managing the renewals process from start to finish. The Area Sales Director plays a pivotal role in the customer journey, ensuring we can continue to deliver value and business outcomes by specializing in customer retention. In collaboration with sales, channel partners, customer success, and sales operations, this team will focus on successfully renewing customer subscriptions while providing a seamless customer experience.
Key Responsibilities:
- Manage a portfolio of existing clients up for renewal, identifying those at risk of churn and developing strategies to retain them.
- Proactively contact clients approaching renewal dates, understand their current needs, and present the value of renewing with e2open.
- Identify opportunities to increase clients YOY spending and/or extend the term.
- Handle pricing and contract negotiations, composing and delivering renewal proposals.
- Manage client renewals to maximize retention, identify expansion opportunities, and drive high levels of customer satisfaction.
- Secure renewal contracts in advance of expiration.
- Maintain detailed records of all renewal discussions and activities in the CRM.
- Utilize CRM tools to track renewal timelines and monitor client health metrics.
- Develop and maintain accurate renewal forecasts and work cross-functionally to ensure renewals goals are achieved.
- Work closely with account management, customer success and other teams to gather intelligence to strengthen renewals positioning.
- Continuously develop product knowledge across our solutions portfolio.
- Deliver predictable and efficient renewals through proactive management of the customers lifecycle.
- Ensure strong working relationships with internal departments such as legal, customer success, finance etc.
- Assist the team in building and maintaining strong, long-lasting client relationships.
- Liaise with cross-functional internal teams to improve the entire customer experience.
Qualifications & Experience:
- Minimum of 3 years of experience in SaaS sales, preferably in the supply chain management domain.
- Proven experience successfully closing SaaS renewal business deals.
- Experience operating within a supply chain software organization, preferred.
- Proficiency with Salesforce.com or similar CRM tools.
- Prior experience working within the Software/Infrastructure/Platform (SaaS, IaaS, PaaS) space, preferred.
- Demonstrable experience of working within a complex, matrix organization, advantageous.
- Proven track record of growing the revenue and profitability within existing client accounts.
- Experience forecasting, reporting on and analyzing renewal metrics, advantageous.
- Persistent follow-up approach and ability to move opportunities through the sales pipeline.
- Demonstrate experience of using a consultative approach, strong negotiation skills, and the ability to convey the ongoing value of our products/services.
- Demonstrates e2open Operating Principles and Values.
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