续约经理
Renewals Manager
加入正在重新定义人工智能时代安全标准的组织。作为增长最快的初创公司之一，我们通过将代码、云和运行时连接到一个共享上下文中，使团队能够保护云和AI应用程序。我们的产品被全球的安全团队所信赖，拥有成功的记录，并且文化重视世界级的人才。此外，我们现在由谷歌提供支持，这意味着我们为客户提供了基于人工智能的平台，利用谷歌的威胁情报和安全运营来更好地检测、预防和应对各种环境中的威胁，从而实现进一步的创新。
我们的全球巫师团队共同努力，保护客户的基础设施，包括超过65%的财富100强企业，他们信任我们每天扫描并保护2300亿个文件。我们很荣幸成为这个巨大且不断增长的市场中的领先者，我们继续寻找渴望对团队产生重大影响的优秀巫师。在Wiz，你将拥有自由思考创意、大胆梦想，并运用你的全部技能来为我们的重大增长做出贡献。加入我们的团队，帮助我们创建安全的云环境，让最优秀的公司能够更快地前进，同时享受一些乐趣！
简介：
与Wiz更广泛的销售和客户成功团队一起，我们的续约经理在Wiz的客户留存和扩展战略中发挥着关键作用。
Wiz正在寻找一位积极、协作且注重流程的续约经理，以确保即将续约的金额并降低续约风险。理想的候选人应具备高水平的商业和销售敏锐度，同时保持以客户为中心的方法。
你将负责：
- 在续约截止日期前120至90天处理续约的报价到成交流程
- 实现或超越季度收入目标，与现有客户合同的留存、增长和期限延长相关
- 与客户成功团队合作，评估客户健康状况并推动适当的续约解决方案
- 在分配的客户群中维护并报告准确的续约预测
- 同时管理多个商业客户的续约流程，并能够通过规模保持组织性
- 在适当的时候升级问题以帮助解决客户关切
- 在续约日期前识别“有风险”的续约客户，并升级给相应的团队成员，减少合同缩减和客户流失
查看英文原文
Come join the organization that is redefining security for the AI era. As one of the fastest-growing startups ever, we enable teams to secure cloud and AI applications by connecting code, cloud, and runtime into a single shared context. Trusted by security teams all over the world, we have a proven track record of success and a culture that values world-class talent. Not to mention, we're now powered by Google, meaning we offer our customers an AI-powered platform that harnesses Google’s Threat Intelligence and Security Operations to better detect, prevent, and respond to threats across all environments, allowing for further innovation.
Our Wizards from all over the globe work together to protect the infrastructure of our customers, including over 65% of the Fortune 100, who trust us to scan and secure over 230 billion files daily. We’re honored to be a leading player in a massive and growing market, and we continue to look for exceptional Wizards who are eager to make a significant impact on our team. At Wiz, you’ll have the freedom to think creatively, dream big, and use your full range of skills to contribute to our momentous growth. Come join our team and help us create secure cloud environments that allow even the best companies to move faster, all while having some fun!
Summary:
Alongside Wiz's broader Sales and Customer Success teams, our Renewal Manager is playing a critical role in Wiz's customer retention and expansion strategy.
Wiz is looking for a Renewal Manager who is motivated, collaborative and process-oriented to secure up-for-renewal dollars and mitigate renewal risk. Ideal candidates will exhibit high levels of business and sales acumen all the while maintaining a customer-first approach.
What you'll do:
- Handle the quote-to-close process for renewals 120 to 90 days in advance of renewal due date
- Achieve or exceed quarterly revenue goals, tied to retention, growth and term extension of existing customer contracts
- Partner with Customer Success to assess customer health and drive the appropriate renewal solution
- Maintain and report an accurate forecast of renewals within assigned book
- Manage the renewal process for multiple commercial customers concurrently and be comfortable with maintaining organization through scale
- Escalate whenever appropriate to help resolve customer concerns
- Identify “at-risk” renewal clients before renewal date and escalate to appropriate team members, mitigate contraction and churn within all deals
- Develop and maintain strong relationships with our channel and alliance partners in order to identify and close joint opportunities
- Collaborate cross functionally with Legal and Deals Desk as applicable
- Recommend and contribute to process improvements
What you'll bring:
- 2-5 related cybersecurity and renewals experience
- Ability to work independently and as part of a team
- High collaborative with ability to succeed in an entrepreneurial environment
- Proven track record of success and over-achievement of renewal quota in previous positions
- Deep understanding of SaaS offerings and pricing models and ability to learn Wiz's offerings and pricing with agility
- Experience in SaaS revenue organization: Sales, CSM, or prior renewals team experience
- Familiarity with systems: Salesforce, CPQ, IronClad, ChurnZero
- Confidence and ability to navigate customer and partner renewal processes per Wiz rules of engagement
Applicants must have the legal right to work in the country where the position is based, without the need forvisa sponsorship.This role does not offervisasponsorship.
Wiz is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.
By submitting your application, you acknowledge that Wiz will process your personal data in accordance with Wiz's Privacy Policy.
Originally posted on Himalayas