Customer Renewal Manager

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The Customer Renewal Manager (CRM) is responsible for driving the end-to-end renewal lifecycle for assigned customers in a defined Unit/Area. As part of Teradata’s Go-To-Market (GTM) organization, this position will serve as the primary role responsible for sustaining/renewing customers and growing our ARR baseline. The CRM will partner closely with the Account team including Customer Experience and Finance to ensure effective account collaboration and cancels and erosions prevention.

The CRM will be responsible for managing several customers to business objectives including recurring revenue retention and growth, on-time renewal execution, expansions, and outlook accuracy. The CRM will work with the account team on account planning to identify customer needs/risks and opportunities both in preparation for upcoming renewals as well as mid-term adjustments and Cloud opportunities. The CRM is responsible for being the expert in Teradata’s renewal/sustainment strategy and works directly with the customer to negotiate standard and custom renewals including terms, SLAs and penalties.

The CRM will align the renewal strategy with the Account Executive (AE), Customer Solution Architect (CSA) and wider account team to achieve optimal results.

A key responsibility of the CRM is completing and executing preventive actions on Cancellations and Erosions, leveraging early insights and collaborating with Field Technology Management, Services Delivery Management and Customer Services Management. The CRM will be responsible for the development, application and delivery of cancel and erosion save plans alongside the Customer Services Architect (CSA), with the aim to increase customer retention and revenue retention;

in addition to the identification of upsell and cross sell.

As an integrated member of the GTM account team, this role is primarily responsible for retaining recurring revenue across Teradata’s business through exceptional renewal sales execution. This includes building and maintaining strong partnerships with both internal and customer stakeholders.

• Basic understanding of the components that make up a renewal in order to articulate the e2e solution.

• Understanding of sales process including managing account relationships and customer interaction.

• Renewals includes any revenue in Teradata that has been previously sold and should be retained through repeat contracting on a scheduled basis, including Term, Cloud, Maintenance and SWUR.

• Turn-key Renewals: CRM will own the oversight of the renewal process, managing customer engagement supported by the process from the back-office teams.

• Upsell/Cross-Sell/New-Sell:
  In certain circumstances the CRM will own the sales cycle for the generation of new revenue. This will be part of the normal renewal lifecycle in accounts, where there is opportunity to expand the scope of the renewal to new business, like increasing a customer support Success Tier and Cloud services.

• Customer Presentations:
  Prepare and deliver customer presentations to align with business objectives and ensure common understanding of scope of work and renewal strategy. Renewal Contract documentation:
  Be responsible for overseeing or/and preparation & development of…