Senior Director of Global Renewals

nozominetworks | Cybersecurity

1h 16m ago

Remote In-Country

Full Time

United States of America

$180.8k - $254.2k USD/yr

Title: Senior Director of Global Renewals Location: United States

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity.

We defend some of the world’s largest organizations and critical infrastructure in more than 68 countries and we’re just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure.

Due to exponential growth, we are looking to appoint a Global Renewals Leader who will be responsible for renewing large volumes of customer contracts.
We are seeking someone who can quickly ramp up on our product offerings, client engagement model and renewal processes, whilst building out our global renewals team. You will play a critical role in supporting our customer success and revenue organizations, and your work will directly impact our corporate goals. This is a unique opportunity to build a global renewals team, whilst implementing best practice processes working with our sales leadership team.

This position requires a strong knowledge of systems and process selling, the ability to manage and close large volumes of opportunities. The Renewals leader will collaborate within Revenue and Customer Success, Marketing and Legal to maximize the renewal success while looking for additional opportunities for upselling additional revenue. The Renewals leader will work in partnership with the Account Executives when expansion opportunities are identified, ensuring that the right sales resources are engaged to maximize growth within the account.

In this role, you will:

Own the renewal strategy and operating model, including process, coverage, segmentation, playbooks, and workflows.
Own renewal performance against GRR, renewal rate, churn, and contraction targets.
Own the global renewals forecast and provide accurate, data-driven visibility into renewal pipeline, risk, churn, contraction, and expansion.
Develop and enforce renewal pricing and commercial strategies, including uplift, multi-year agreements, co-termination, downsell/contraction management, and non-standard terms.
Own the optimization of Salesforce and other systems supporting the renewal lifecycle, ensuring accurate data, pipeline visibility, forecasting, and reporting.
Drive and close renewals through the full renewal lifecycle, including quoting, negotiations, purchase orders, agreement execution, and order submission.
Use proven negotiation skills to maximize renewal outcomes while identifying and pursuing upsell opportunities.
Partner with Sales and Customer Success to proactively identify and mitigate renewal risk within the customer base.
Build strong relationships and collaborate cross-functionally with Regional Sales Directors and teams responsible for cross-sell, upsell, and expansion opportunities.

To be successful in this role, you need:

Experience managing a recurring revenue book of business with accountability for GRR and renewal targets.
Demonstrated ability to build and operationalize renewal processes, playbooks, and forecasting methodologies.
Strong commercial and negotiation skills, including experience with pricing, uplift, multi-year agreements, and contract terms.
Experience working cross-functionally with Sales, Customer Success, Finance, Legal, Deal Desk, and Revenue Operations.
Strong analytical skills with the ability to use data to identify renewal risk, trends, and opportunities.
Experience in cybersecurity, infrastructure, networking, or another technically complex B2B SaaS environment.
Demonstrated experience building a global renewals team from the ground up.
Proven track record of success managing a high-volume portfolio of accounts.
Strong communication, relationship-building, and follow-up skills.
Excellent organization and time management skills.
Experience with Salesforce.
Ability to travel up to 20%.

Competencies:

Active Listening and Communication
Business Insight and Acumen
Drive for Results (Get things done)
Emotional Intelligence (EQ), Interpersonal skills and Empathy
Objection Handling, Influencing and Negotiation
Planning & Organizing
Relationship Building and Customer Focus
Resilience and Adaptability
Solution Orientated Mindset
Teamwork, Collaboration and Cultural Alignment
Collaboration & Team Leadership
Leadership Performance through Action
People Development and Performance Management

Nozomi Networks is committed to fair and equitable compensation practices. The base pay scale for this position is $180,890 - $254,265. This is the range the company reasonably and in good faith expects to pay for the position taking into account factors including job-related knowledge, skillset, experience, education and training, certifications, and other relevant business factors. Applications outside the range are welcome to apply.

Additional Compensation and Benefits: The company also offers a wide range of competitive benefits, including medical, dental, vision, life insurance, and disability insurance for eligible employees. The successful candidate may also be eligible to participate in the company’s equity program and/or variable bonus program, subject to the rules governing such programs.

In addition, eligible employees are able to enroll in a 401(k) plan along with the employer matching program. Nozomi Networks also offers eligible employees flexible paid time off, paid holidays and paid parental leave.

#LI-Remote

Who we are and what we stand for:

Nozomi Networks is the leader in OT and IoT Cybersecurity. We protect the world's critical infrastructure, industrial and government organizations from cyber threats by providing exceptional network visibility, threat detection and operational insight. We’re always innovating and we hire the best at what they do to ensure our customers always have access to fast product enhancements, exceptional engineering support and rapid deployment across continents. If you like a challenge, and value integrity and customer success, we invite you to help Nozomi Networks build the future of OT and IoT cybersecurity.

Diversity, Inclusion and Belonging are part of our core beliefs, at Nozomi Networks. Diversity of thought, background and culture broadens our knowledge of the world and helps us learn, grow, and gain new perspectives. What makes us all different is what makes us powerful.

Our Global Benefits

All of our benefits are customized to the country you are based in, naturally we want to get the best out of our Nozomiers, so we provide the best benefits packages, such as:

Health & Wellness
Financial
Work-Life Balance
Unparalleled Flexible Time-Off

Need to know information

Successful candidates will be subjected to background verification checks.

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Required Skills

salesforce

Required Languages

🇬🇧 English

In this role, you will:

Own the renewal strategy and operating model, including process, coverage, segmentation, playbooks, and workflows.
Own renewal performance against GRR, renewal rate, churn, and contraction targets.
Own the global renewals forecast and provide accurate, data-driven visibility into renewal pipeline, risk, churn, contraction, and expansion.
Develop and enforce renewal pricing and commercial strategies, including uplift, multi-year agreements, co-termination, downsell/contraction management, and non-standard terms.
Own the optimization of Salesforce and other systems supporting the renewal lifecycle, ensuring accurate data, pipeline visibility, forecasting, and reporting.
Drive and close renewals through the full renewal lifecycle, including quoting, negotiations, purchase orders, agreement execution, and order submission.
Use proven negotiation skills to maximize renewal outcomes while identifying and pursuing upsell opportunities.
Partner with Sales and Customer Success to proactively identify and mitigate renewal risk within the customer base.
Build strong relationships and collaborate cross-functionally with Regional Sales Directors and teams responsible for cross-sell, upsell, and expansion opportunities.