Principal Renewal Account Manager

United Kingdom

11/28/2024

Who We Are

Ivanti's platform makes it possible for employees to stay productive, secure and engaged wherever they are. That starts with us. With headquarters in Utah, and over 3,000 employees in 25 countries around the world, we are the Everywhere Workplace – it's a great time to work for Ivanti!

We anticipate our customers’ needs, we are highly responsive, and we deliver innovative solutions that exceed their expectations. Our mission is to be a global technology leader enabling organisations to thrive in the Everywhere Workplace – automating the tasks that discover, manage, secure and service all of their IT assets.

Our Culture

Our mission is to be a global technology leader, enabling organisations and our people to thrive in the Everywhere Workplace. A core value at Ivanti is maintaining an environment where all perspectives are heard, respected and valued. We foster a culture where we can all grow, learn, add value and thrive – while achieving new levels of performance together. Ivanti is the right size. We are large enough to be stable and strong, but small enough so your work and opinion actually matter. Our continued success begins with you!

If you’re passionate about what you do, are a champion of customer satisfaction and success and interested in developing solutions that make a difference and in having fun while doing it, Ivanti is the place for you. This is a fantastic opportunity to be part of a company that rewards hard work and always pushes for excellence.

Why We Need You!

The Principal Renewal Account Manager (PRAM) is responsible for renewing a complex and diverse portfolio of maintenance, subscription and SaaS renewals for our largest Enterprise customers. The PRAM works directly with Ivanti Enterprise sales team, resellers and customers. The individual must be a self-starter, pro-active and have excellent verbal and written communication skills. This position will report to the Global Strategic Renewals Director.

Responsibilities

• Proactively manage quarterly and annual renewal portfolio for assigned Enterprise customers
• Act as the focal point and subject matter expert for all renewals related activity including but not limited to leading internal POD discussions, coordinating Sales, Deal Desk/Sales Ops, Legal and Finance around renewal proposals and issues
• Independently build and manage quotes and proposals for complex deals for resellers and customers at least 120 days in advance
• Drive incremental revenue growth with assigned accounts by identifying cross-sell and upsell sales opportunities using value-based selling techniques
• Act as a subject matter expert and trusted advisor to Sales, customers and partners by consistently establishing value beyond the renewal interaction
• Maximize renewal value, ensure on-time renewals and mitigate cancellations
• Track quotes, phone calls and emails in Salesforce.com with high degree of accuracy and detail
• Handle complex customer objections and negotiate renewal contracts independently as required
• Provide highly accurate weekly/monthly/quarterly forecast of renewals pipeline
• Consistent contributor to team and assist management on special projects and promotions as requested
• May assist as Subject Matter Expert and mentor to new hires and junior RAMs
  
  

Ideal Skills And Experience

• Minimum seven years renewals sales experience with a software company
• Strong selling and negotiation experience
• Strong process-oriented work style
• Solid foundational knowledge of IT/software
• Demonstrated ability to effectively communicate (verbal and written) with C-Level contacts
• Strong organisational skills and attention to detail while maintaining speed of execution
• Experience leading cross functional team efforts
  
  

At Ivanti, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. Ivanti believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.

If you require special assistance for the best interview experience, please contact us at recruiting@ivanti.com .