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Scale Renewals Manager - APJ

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Okta

18d ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Manila

AI generated summary

  • You need renewals or customer-facing experience, strong negotiation skills, attention to detail, CRM knowledge, and the ability to manage multiple tasks in a fast-paced environment.
  • You will build customer relationships, manage contract renewals, analyze data for risks, collaborate with teams, prioritize tasks, leverage product knowledge, and forecast renewals effectively.

Requirements

  • Experience in renewals, customer success, sales, account management or equivalent customer facing role
  • Comfort negotiating complex license agreements, ranging from USD$1K - USD$40K
  • Experience working with customers across APJ including Australia, Japan, Singapore, and Korea
  • Ability to tactfully close deals with a high degree of integrity and independence
  • Highly organized with strong attention to detail
  • Strong oral, written and presentation skills
  • Ability to organize, prioritize, complete activities and meet deadlines on a daily basis
  • Requires the ability to manage several concurrent renewals at once, as well as working with internal teams and role based activities
  • Ability to manage the spikes in workload related to end of quarters
  • Experience recording information in CRM systems
  • Team player who enjoys assisting where needed and finding ways to help
  • High activity level, enthusiastic, self-motivated, tenacious
  • Proven influencer and negotiator
  • Someone who is focused on continuous improvement
  • Ability to maintain enablement as Okta continues to evolve and change
  • Flexibility to occasionally attend global meetings, training, kick offs as well as other things

Responsibilities

  • Customer Relationships: Build and maintain strong relationships with customers, understand their needs, and proactively engage with them to ensure timely renewals. Provide excellent customer service and address customer concerns or issues in a timely and satisfactory manner.
  • Sales and Negotiation Skills: Demonstrate strong sales and negotiation skills to successfully renew customer contracts at favorable terms. Identify upsell and cross-sell opportunities to drive revenue growth. Prepare and deliver compelling sales presentations to customers to articulate the value of renewing their contracts. Understand the best strategies for objection handling.
  • Analytical and Strategic Thinking: Analyse data and metrics to identify renewal risks, opportunities, and trends. Develop and execute strategic renewal plans tailored to each customer's unique requirements, including contract terms, pricing, and product/service offerings.
  • Collaboration and Teamwork: Collaborate with internal teams, such as sales, customer success and legal, to ensure a seamless renewal process. Work closely with the sales team to align on account strategies, identify customer expansion opportunities, and resolve any customer-related issues.
  • Organization and Time Management: Manage a large portfolio of customer contracts and renewals, ensuring timely follow-up, documentation, and completion of renewal activities. Prioritize tasks and manage time effectively to meet renewal deadlines and achieve renewal targets.
  • Solution knowledge: Utilise strong knowledge of Okta’s solutions, products, contract structures to position the best renewal options and minimise friction in the renewal process. Understands value based positioning and can link and communicate it to C-Suite personal as well as procurement. They are skilled in objection handling and positioning new products and support products.
  • Forecasting: Responsible for seeking and utilising information in our systems and from the account team to forecast renewals both short and long term.
  • Team: Work closely with the local and global team to share win and loss stories, operational improvements and other initiatives to improve the team. Occasionally there is a requirement to work outside of local office hours in order to attend global kick offs, training, as well as other things.

FAQs

What is the primary responsibility of a Scale Renewals Manager at Okta?

The primary responsibility of a Scale Renewals Manager at Okta is to manage and renew customer contracts across the APJ region to ensure customer retention and revenue growth.

What skills are necessary for success in this role?

Necessary skills include strong sales and negotiation abilities, analytical and strategic thinking, customer relationship management, collaboration, organization, and solution knowledge.

What kind of experience is required for this position?

Candidates should have experience in renewals, customer success, sales, account management, or equivalent customer-facing roles, particularly in negotiating complex license agreements ranging from USD$1K to USD$40K.

Which geographic areas do the customers come from?

Customers come from various APJ regions, including Australia, Japan, Singapore, and Korea.

Is this role considered transactional or strategic?

This role is considered strategic, as it focuses on capitalizing on opportunities to validate customer value with Okta and successfully renewing their services for another term.

What role does collaboration play in this position?

Collaboration is essential, as the Renewals Manager works closely with internal teams, such as sales, customer success, and legal, to ensure a seamless renewal process and align on account strategies.

How does the role involve forecasting?

The Renewals Manager is responsible for seeking and utilizing information from systems and account teams to forecast renewals both short-term and long-term.

What type of work environment does Okta provide?

Okta provides a flexible work environment that allows employees to work from the office or from home, empowering them to be their most creative and successful versions of themselves.

What opportunities for professional development exist for employees?

Employees at Okta can look forward to benefits, social impact opportunities, and a commitment to fostering diversity, equity, inclusion, and belonging.

Does Okta have a specific stance on equality in the workplace?

Yes, Okta is an Equal Opportunity Employer and considers all qualified applicants without regard to various protected characteristics.

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Okta

The World's Identity Company

Technology
Industry
1001-5000
Employees
2009
Founded Year

Mission & Purpose

Okta is the leading independent identity provider. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With more than 7,000 pre-built integrations to applications and infrastructure providers, Okta provides simple and secure access to people and organizations everywhere, giving them the confidence to reach their full potential. More than 10,000 organizations, including JetBlue, Nordstrom, Siemens, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

Benefits

  • Healthcare

  • Sick pay insurance

  • Pension scheme

  • Dental