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About the Team
We are a strategic, hard-working team within the Adaptive Planning Customer Success organization, responsible for maximizing customer retention (with a focus on reducing churn), minimizing financial attrition, and identifying growth opportunities across Workday's global Planning portfolio. This position supports global customers and reports to the Manager, Renewal Manager based in Costa Rica, requiring close collaboration with regional Customer Success Managers.About the Role
Workday is seeking an experienced and results-driven Renewal Manager to lead the end-to-end renewal process for a large, strategically important portfolio of global planning accounts. This role requires deep commercial expertise, a strong ability to manage complex deal cycles, and a strategic mindset to maximize contract value while enhancing customer trust and strategic value realization.
As a Renewal Manager, you will:
Key Responsibilities:
Strategic Ownership & Churn Reduction: Own, drive, and proactively manage the renewals process for a strategic segment of global Adaptive Planning accounts, ensuring high gross retention and on-time closure, with the primary objective of minimizing product churn.
Negotiation Expertise: Develop and execute win/win negotiation strategies that maximize contract value, leverage value realization conversations with customers, and secure favorable long-term commercial terms.
Forecasting, Risk & Process Control: Maintain a precise, rolling 120-day forecast of your territory, proactively communicating all renewal risk. Maintain strict adherence to process and ensure consistent stage movements, providing accurate pipeline visibility and predictability.
Growth Identification: Maximize account growth opportunities by actively collaborating with the Account Executives and Customer Success Managers to identify up-sells, cross-sells, and add-ons during the renewal cycle.
Roadblock Resolution: Identify customer requirements, uncover complex roadblocks (commercial, technical, or legal), and demonstrate strong account management capabilities to drive deals to completion.
Executive Visibility: Provide executive management with clear visibility into renewal pipeline health and solicit executive involvement as required for complex or distressed accounts.
Work in a flex model environment (50% in office/50% remote) each fiscal quarter.
About You
Basic Qualifications:
5+ years of demonstrated success in a Quota-Carrying Sales, Deal Operations, or Account Management capacity within a B2B SaaS environment.
Advanced proficiency and track record of success with complex contract renewal processes.
Fluent in English
Other Qualifications:
Experience managing and negotiating complex multi-year services and subscription contracts through every stage of the cycle.
Deep knowledge of Workday Planning product value proposition, capabilities, and best practices.
Expertise with an enterprise CRM or CPQ system (Salesforce experience a significant plus).
Technology Adoption: Experience in leveraging or critically thinking about how to integrate AI/Automation into deal processes to drive efficiency and predictability (e.g., risk scoring and quoting).
Demonstrated ability to contribute to process improvement, policies, and tools related to renewals.
Exceptional customer management and advanced negotiation skills, with proven success leading persuasive value conversations at a senior/executive level.
Demonstrated ability to apply a strategic mindset to commercial terms and financial structuring.
Strong financial acumen and process management skills necessary to navigate and apply organizational policies.
Autonomous & Self-Driven: Highly self-driven and autonomous, comfortable managing a large global territory with minimal supervision.
Highly adaptable, able to thrive in high-stakes environments and react efficiently to rapid shifts in priorities.
A problem-solver who anticipates commercial issues and proactively brings solutions to the forefront.
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.
Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
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