Renewals Manager, Japan

AVEVA is creating software trusted by over 90% of leading industrial companies.

Job Title : Renewals Sales Manager

Location : Tokyo, Japan

Employment Type : Full time, regular

Reporting to : Renewals Sales Director (Region)

Work Style : Hybrid (3 days at the office)

Benefits : Flex working hour system with core hours, starting from total 22 days annual leaves, Maternity, Paternal, Additional Leaves, Life Insurance, Retirement allowance, Group Term Life Insurance, Annual Health Checkup, Relo Club Employee Benefits, Well-being Support, Company’s Gift, Work anniversary leaves, etc.

Language requirements : Bilingual to native level of Japanese language and full business level of English language are required

• candidates needs to have permit to work in Japan

The job

The Renewals Sales Manager is responsible for overall renewal business and renewal team for the Japan market. You support the regional Land, Adoption, Expansion and Renewal customer engagement model by providing recurring business growth strategy and execution plan for the renewals business, allowing the market and direct sales team to focus on new business and strategic expansion. You provide leadership to the renewals team to drive performance and productivities. As a member of the Japan leadership team, you operate with transparency collaborating with the cross-functional leaders to guarantee the highest levels of retention and expansion across your installed base, a critical component in the market performance.

The Renewals Sales Manager is responsible for owning and executing large, complex, or unique solution renewals within assigned markets or accounts, as needed. Additionally, the role demands proficiency in the MEDDIPICC sales methodology, with a strong understanding of its principles to drive success. The Renewals Sales Manager is also adept at utilizing Salesforce to efficiently manage and optimize the sales pipeline, track customer interactions, and ensure precise forecasting and reporting

Key responsibilities

Lead the team to achieve market renewal quota and renewal objectives

Drive recurring revenues and retention rates

Lead the team to achieve continued success by meeting or exceeding customer and company expectations

Provide day-to-day support to renewals team in planning and executing renewal strategy.

Provide day-to-day support to renewals team in executing volume business as path for commercial escalation and guidance.

Undertake monthly review with team : providing forecast data in line with global operating cadence, being accountable for forecast accuracy and attainment.

Conduct account reviews, risk assessment and due diligence of renewal and subscription contracts

Forecast trends and make appropriate decisions to enhance recurring revenue

Partner with sales team to sell multi-year subscriptions renewals, upselling and demonstrating business value for Saas adoption

Support cross function team by helping to identify and close expansion opportunities (up-sell, add-on, cross-sell, etc.)

Ensure that Renewal policies, procedures and processes are aligned with the regional Land, Adoption, Expansion and Renewal customer engagement model; Collaborate with Sales, Services, Customer Success to enhance customer engagement

Utilise the global metrics and reporting tool set to track team metrics and address areas for productivity improvement

Manage renewal forecasts, data and metrics with accuracy, working to mitigate churn and amplify expansion opportunities

Coordinate and build relationships with customers to driving positive outcomes. Serve as an escalation point for Customer retention

Leads cross functional initiatives in support of renewals, collaborating closely with Sales, Operations, Marketing, Services, Customer Success and Finance

Other Duties may include :

Partner with broader Renewals organization to create global programs that ensure continued success of the renewals program and the team

Partner with Renewal VP and Regional Business leaders to continually refine market renewals strategy, process, and engagement with cross-functions teams

Assist Business with any other activity required to fulfil role

Essential Capabilities

Understand renewal process, policies and pricing

Understand Account Management methodology for Account retention and expansion

Understand Land, Adoption, Expansion and Renewal customer engagement model; Apply the knowledge to drive cross function collaboration

Essential Experience

5+ years’ experience in a similar sized Sales Management role (Region / Quota / Heads)

SaaS and Industrial / Enterprise Software background preferred

Desirable Experience

Region / Industry / Domain Knowledge

Experience using Salesforce preferred

Behaviours

Role modelling the AVEVA Values and specific behaviors of transparency of collaboration.

Understanding of databases, business intelligence reporting, and data visualization tools

Strong executive presence and presentation skills

Identifies and develops positive and compelling visions of the organization’s future potential; Takes account of a wide range of issues across - and related to - the organization.

Makes prompt, clear decisions which may involve tough choices or considered risks; Takes responsibility for actions, projects and people

Motivates and empowers others; Provides staff with development opportunities and coaching

Keeps up to date with competitor information and market trends; Identifies business opportunities for the organization

Commercial at AVEVA

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal : to deeply understand our customers' needs and deliver tailored solutions.

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.

Find out more :

Japan Benefits include :

Flex working hour system, starting from total 22 days annual leaves, parental leave, additional leaves, Relo Club employee benefits, well-being support, life insurance, pension, company’s gift, education support.

It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

Find out more : aveva.com / en / about / careers / benefits /

Hybrid working

By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.

Hiring process

Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

Find out more : aveva.com / en / about / careers / hiring-process

About AVEVA

AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals, and minerals – safely, efficiently, and more sustainably.

We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets : sustainability-report.aveva.com /

Find out more : aveva.com / en / about / careers /