高级续费客户经理
Senior Renewals Account Manager
关于Ping Identity：
在Ping Identity，我们相信为所有用户提供安全且无缝的数字体验，而无需妥协。我们称之为数字自由。这不仅是为我们的客户提供的一种服务，更是激励我们公司前进的力量。人们来到这里，不是为了加入一个建立在数字自由之上的文化，而是为了培育这种文化。
我们的智能云身份平台让人们可以随时随地购物、工作、银行交易和互动，没有任何摩擦和恐惧。
虽然保护数字身份是我们的技术核心，但保护个人身份是我们的文化核心。我们支持每一个身份。我们的核心价值观之一“尊重个性”，提醒我们要庆祝差异，让你能够带着真实的自我来工作。
我们总部位于科罗拉多州丹佛市，并在全球设有办公室和员工。我们为全球最大的、最苛刻的企业提供服务，包括超过一半的财富100强企业。在Ping Identity，我们正在改变人们和企业对网络安全、数字体验以及身份和访问管理的看法。
高级续费客户经理（SRAM）负责管理并最大化指定区域内的维护、订阅和SaaS续费组合。你将独立工作，并与销售团队、经销商和客户合作，确保及时续费并减少取消。该职位向你所负责地区的续费经理汇报，并在维护客户关系和推动持续收入方面发挥关键作用。
职责
- 管理指定区域的季度和年度续费组合。
- 最大化续费价值，确保按时续费并减少取消。
- 提前至少90天向经销商和客户发送复杂的报价和提案。
- 在Salesforce.com中准确详细地跟踪所有报价、电话和邮件。
- 独立处理复杂的客户异议并协商续费合同。
- 与跨职能团队如订单管理、财务、法律和应收账款部门协作。
- 提供高度准确的每周、每月和季度续费管道预测。
- 使用基于价值的销售技巧挖掘潜在客户，进行交叉销售和升级销售，向客户传达价值。
- 担任
查看英文原文
About Ping Identity:
At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.
Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.
While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work.
We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.
The Senior Renewals Account Manager (SRAM), is responsible for managing and maximizing a diverse portfolio of maintenance, subscription, and SaaS renewals within a designated territory. You will work independently and in collaboration with sales teams, resellers, and customers to ensure timely renewals and mitigate cancellations. This position reports to the Renewals Manager for your assigned region and plays a critical role in maintaining customer relationships and driving recurring revenue.
Responsibilities
- Manage the quarterly and annual renewal portfolio for an assigned territory.
- Maximize renewal value, ensure on-time renewals, and mitigate cancellations.
- Build and send complex quotes and proposals to resellers and customers at least 90 days in advance.
- Track all quotes, phone calls, and emails in Salesforce.com with a high degree of accuracy and detail.
- Handle complex customer objections and negotiate renewal contracts independently as required.
- Collaborate with cross-functional teams such as order management, finance, legal, and Accounts Receivable.
- Provide highly accurate weekly, monthly, and quarterly forecasts of the renewals pipeline.
- Uncover leads, cross-sell, and upsell sales opportunities using value-based selling techniques to articulate value to customers.
- Act as a trusted advisor to customers and partners, consistently establishing value beyond the renewal interaction.
- Consistently contribute to the team on special projects and promotions.
- May assist as a Subject Matter Expert and mentor to new hires and junior RAMs.
Minimum Qualifications
- 4 years of renewals sales experience with a software company.
- Proven time management skills in a dynamic sales environment.
- Demonstrated ability to effectively communicate (verbal and written) with C-Level customer contacts.
- Strong organizational skills with the ability to handle various tasks; attention to detail.
- Must be able to work well with others as part of a broader cross-functional team.
- 4-year degree in business or equivalent experience.
Compensation: $70,000–$100,000 base + commissions
In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.
Life at Ping:
We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.
Here are just a few of the things that make Ping special:
- A company culture that empowers you to do your best work.
- Employee Resource Groups that create a sense of belonging for everyone.
- Regular company and team bonding events.
- Competitive benefits and perks.
- Global volunteering and community initiatives
Our Benefits:
- Generous PTO & Holiday Schedule
- Parental Leave
- Progressive Healthcare Options
- Retirement Programs
- Opportunity for Education Reimbursement
- Commuter Offset (Specific locations)
Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.
We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.