DescriptionWe are seeking an Enterprise Renewals Manager to join our team. This is a hybrid opportunity based out of our Waltham, MA or Austin, TX office.
Job SummaryThe Enterprise Renewals Manager will join a team of collaborative and energetic individuals that work closely to achieve our company targets. The ideal candidate will have experience working in a fast-paced organization with rapid growth as well as managing subscription and maintenance renewals with customers/partners. The Enterprise Renewals Manager will work with customers and internal stakeholders to ensure value is realized for the customer and that commercial objectives are aligned with the growth of our business.
Duties and Responsibilities- Develop and execute renewal strategies that meet or exceed booking targets and support long-term customer and business outcomes.
- Own the renewal strategy and end-to-end execution for the team's largest and most complex enterprise accounts, including high-value agreements of $500K or more.
- Lead executive-level renewal discussions and negotiations involving multiple stakeholders, business units, products, partners, contract structures, licensing models, multi-year terms, and SaaS or cloud conversions.
- Build account-specific plans that address customer priorities, renewal timing, product and subscription alignment, pricing, expansion opportunities, and potential churn or downsell.
- Identify renewal risks early, develop mitigation plans with internal partners, and communicate material risks, decisions, and changes to leadership.
- Maintain an evidence-based renewal forecast by assessing customer commitments, deal stage, timing, scope, and changes in account conditions; explain material forecast movements and assumptions.
- Use Salesforce and available analytics, including AI-enabled tools, to review renewal data, surface potential risks or anomalies, and prepare account and forecast reviews; validate material findings against source information before acting on them.
- Partner with Customer Success, Project Management, Sales, Finance, Legal, Operations, and channel partners to resolve complex account issues and coordinate renewal strategy and execution.
- Share enterprise renewal practices and account insights with Renewals colleagues, and support peer development or deal reviews as assigned.
- Other duties as assigned and required
Required Qualifications- Bachelor's degree or equivalent combination of education and experience.
- 10+ years of experience selling or renewing technology solutions, including demonstrated ownership of complex enterprise renewals; healthcare experience is a plus.
- Proven record of achieving or exceeding booking targets across large, complex accounts and managing material renewal risk.
- Demonstrated ability to lead executive-level customer discussions and negotiate complex commercial agreements involving multiple stakeholders.
- Strong analytical and forecasting skills, including the ability to assess renewal evidence, explain forecast changes, and identify risks from account, contract, subscription, and opportunity information.
- Proficiency with Salesforce or comparable CRM and forecasting tools; ability to use data and AI-enabled tools critically and validate outputs.
- Excellent written, verbal, presentation, and cross-functional communication skills.
- Highly organized, self-directed, detail-oriented, and able to exercise sound judgment in a fast-paced, ambiguous environment while working independently and collaboratively.
This position offers a total compensation range of $153,500.00 to $188,571.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata's benefit offerings can be found here. This range represents the high and low end of Imprivata's compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
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