Renewals Manager

We’re looking for a Renewal Manager to lead the end-to-end renewal process for a portfolio of Sumo Logic customers, including customer engagement, renewal strategy, negotiation, and contract administration. You’ll be a key partner to the Customer Success, Sales, and Sales Operations teams, ensuring a proactive and seamless approach to the renewal process for our existing customers. 

As a key member of the customer success organization, you will:

Drive renewal success in partnership with Customer Success and Sales teams. Consistently maintain accurate renewal forecasts (near and longer-term) by monitoring account health data, anticipating risk, and engaging with internal account teams; work with internal stakeholder groups to mitigate risk and develop renewal strategies and plans.

• Leverage & refine key operational processes, programs, systems, and activities to drive excellent renewal outcomes.
• Help Sales and Customer Success identify upsell/cross-sell opportunities as part of the renewal to maximize customer value and growth.
• Develop, action, and manage internal account renewal plans (often in conjunction with the broader account plan) for applicable renewals.  
• When appropriate, actively engage with customer key decision-makers to identify/document customer buying process, requirements and uncover/address potential roadblocks.
• Negotiate and execute renewal contracts (in partnership with other key Sumo Logic team members when applicable) that align to customer and Sumo Logic goals--driving, among other things, optimal gross dollar retention, net-dollar retention, and logo retention outcomes.
• Be well-versed on key aspects of the customer relationship including customer adoption/usage, executive relationships, organizational structures, health, and other key data and trends, working with Customer Success to proactively address factors that would put a renewal at risk.
• Communicate and report on renewal status and outcomes to all levels of Sumo Logic organization.
• Develop excellent relationships with key Sumo Logic functions and team members including Sumo Logic customer success, sales, sales operations, deal management, finance, legal, etc.
• Provide regular and accurate updates to leadership on renewal forecasts and trends.

Successful Candidate Will Have/Be:

• 3-5 years’ successful (i.e. consistently exceeding targets/quotas) experience driving on-time renewals in a SaaS organization (extra credit for experience in security, observability, or application performance management technology).
• Successful track record of developing strong collaborative relationships with internal organizations including customer success, sales (individual contributors and leadership), deal management, legal, finance, operations, etc.
• Proven discovery, presentation, deal structuring, negotiation, and closing skills.
• Demonstrated ability to build out and/or refine processes, systems, and programs to drive exceptional renewal and retention outcomes.
• Strong technical acumen.  
• Proven experience developing and driving renewal close plans.
• Experience effectively managing a pipeline and closing a large-volume of renewals of varying dollar amounts (i.e. very large and relatively small) with different customer types.
• A passion for the commercial aspects of a SaaS business.
• Self-motivated, proactive, energetic, humble, positive, team player.
• High emotional IQ (EQ). 
• Excellent communication skills.  Excels in written, phone, and in-person communications. 
• Analytical thinking skills.  Skilled at building pricing/usage models and constructing win-win renewal scenarios.  Uses data and insights to drive plans and actions.
• Bachelor’s degree or equivalent.

About Us

Sumo Logic, Inc., empowers the people who power modern, digital business.  Through its SaaS analytics platform, Sumo Logic enables customers to deliver reliable and secure cloud-native applications. The Sumo Logic Continuous Intelligence Platform™ helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers around the world rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.

The expected annual base salary range for this position is $85,000 - $97,500. In addition to base pay, certain roles are eligible to participate in our bonus or commission plans, as well as our benefits offerings, and equity awards. Compensation varies based on a variety of factors which include (but aren’t limited to) role level, skills and competencies, qualifications, knowledge, location, and experience.

Salary : $85,000 - $97,500