Renewals Manager, APAC Enterprise

Australia
About us:

Udemy for Business is the leading online training solution for high-growth companies, global organizations and public sector organizations -- and we’re growing like crazy. We’re helping organizations large and small around the globe solve the critical skills gap that teams increasingly face, whether it’s the latest technology, marketing & sales, HR, professional and personal development skills and more. And we’re just getting started.

Who we are looking for:

We are looking for a Renewals Manager to help us grow our revenue base and continue to drive world-class retention and renewal rates. This role will partner with our Enterprise Customer Success and Enterprise Account Executive team to maintain and grow our account base.

You'll proactively manage a portfolio of Enterprise client renewals ensuring on-time customer retention and the high dollar over dollar renewal rates as well as establish renewal processes for the region.  This role is a remote, work from home opportunity located in Australia, ideally located in Melbourne.

We’re excited about you because you have:

  • Demonstrable B2B SaaS Renewals experience of 4+ years working with mid-level large, Enterprise accounts 
  • Significant experience negotiating with customers across Australia, Asia and India, with the tenacity to manage extended and sometimes challenging negotiations with different cultural groups.
  • Ability to work autonomously and with the flexibility to accommodate the regions you are working across
  • Ability to negotiate terms for complex deals while maintaining great client relationships
  • Superior time management skills; excellent attention to detail
  • Experience managing clients with Salesforce.com, Gainsight a plus
  • Ability to adapt quickly in a fast-paced, start-up environment, but also an interest in helping build sustainable processes
  • Love for teamwork and commitment to building a world-class, enterprise-level global customer experience together

What you’ll be doing:

  • Own approximately 30 renewals quarterly for Enterprise customers in APAC - India across Asia to ANZ. 
  • Strategise with the Customer Success Manager and Account Executive on different renewal scenarios for each client.
  • Leverage the renewal event with customers to demonstrate business value, optimise multi-year subscriptions, and expand partnership with our customers.
  • Work with Sales and Customer Success leaders across APAC and at HQ in the United States, proactively reporting on renewal health, customer escalations and recommended course of action.
  • Directly negotiate all renewal terms with client procurement teams.
  • Maintain a 4-month rolling forecast and track all renewal activity in Salesforce
  • Prepare proposals, including renewal rate calculations, and contract preparation.
  • Work closely with Finance and Legal teams to ensure all contracts are accurate.
  • Verify contracts, data integrity of all quotes, review terms and conditions to ensure renewal subscriptions are in line with company guidelines and policy

What success looks like:

In the first month you will:

  • Complete structured new-hire onboarding.
  • Discuss, and establish, definitions for success within your role with your manager.
  • Meet, and gain alignment, with account team members (Sales & CS) to begin account strategy, and planning, discussions.
  • Construct and deliver initial, preliminary, rolling 90-day forecast.
  • Commence outreach to customer base 120+ days in advance of renewal.

In the first six months you will:

  • Confidently own the escalation process for at-risk accounts.
  • Leverage learned best practices to ensure on-time renewals.
  • Maintain forecast for renewal territory in the quarter, and for the quarter(s) ahead.
  • Participate in customer meetings and executive-level business reviews.
  • Articulate the value of Udemy's solution to drive renewals to successful closure and to help solidify expansion opportunities.
  • Become proficient in proposal and document generation processes.

The team:

This role reports into the Senior Director, Global Head of Renewals, Rick Maltez  Rick has built global teams and guided transformational change to achieve business success and is delighted to be part of the Udemy team where he can guide and mentor the team in global renewals best practise.

Next Steps:

Our recruitment team is eager to hear from you and will personally read every application in detail. So give it your best shot -  take some time to submit your CV together with a cover letter detailing how you meet the criteria we have outlined and most importantly why you’d love to be part of the team at Udemy. 

We don’t have a closing date on our applications but we can’t wait to hear from you. Suitably qualified applicants will move through our ‘getting to know you’ process quickly. We will outline the benefits of working with us, including professional development, career growth, flexible work hours together with a hybrid working environment. All this is underpinned with the data, insights and tools to set you up for success. We genuinely believe that diversity is critical to our success.

We will not discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.

 
About Udemy
Udemy is the world’s largest education platform with more than 30 million monthly visitors.  Through our Consumer and Enterprise businesses, Udemy creates new possibilities for people and organizations everywhere by connecting them to the knowledge and skills they need to succeed in a changing world. The Udemy consumer marketplace offers thousands of up-to-date courses in dozens of languages and provides the tools learners and instructors need to achieve their goals and reach their full potential. For companies, Udemy Business (UB) offers an employee training and development platform with subscription access to thousands of courses, learning analytics, as well as the ability to host and distribute their own content. Our enterprise platform is among the fastest growing SaaS businesses in the world.  UB has more than 10,000 customers and serves the majority of the Fortune 100. 

We are proud to be recognized for our world class employee experience:

Business Insider SF: Best Places to Work Bay Area
Built In Colorado: Best Places to Work
Best Workplaces (Great Place to Work List): #1 in Turkey
Certified Best Place to Work:  Dublin
Fortune: Change the World Company
 
Udemy is headquartered in San Francisco with hubs in Ankara, Turkey; Austin, Texas; Boston, Massachusetts; Mountain View, California; Denver, Colorado; Dublin, Ireland; Melbourne, Australia; New Delhi, India; and Sao Paulo, Brazil.
 
Information regarding data privacy is available within the Udemy Careers Privacy Notice.
 
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Thank you for your interest in Udemy! We received your application and we are delighted that you would consider joining our team. At Udemy our culture prizes education, growth, and accountability. We're excited that you would like to join our mission to change lives through learning.

Our team will review your application and will be in touch if your qualifications match our needs for the role. If you are not selected for this position, keep an eye on our careers page as we're growing and adding openings.