Renewals Account Manager

Overview

Certara accelerates the potential of bringing medicines to market and to patients using biosimulation software, technology, and services to transform traditional drug discovery and development. Our clients include more than 2,400 biopharmaceutical companies, academic institutions, and regulatory agencies across 70 countries.

Our goal is to enable the life sciences industry’s use of data, modeling, and analytics to make better decisions across the various phases of discovery and drug development. Our software and scientists incorporate modern advances in scientific understanding, drug development experience, data analysis, and AI resulting in significant opportunities to decrease the cost and increase the probability of success for new drug approval and commercialization.

The Renewals Account Manager role will focus on executing the sales function on the existing software renewals, including up selling and cross selling were possible. In this role you will work closely as part of our Sales Operations Team to expedite the Renewals process including drafting quotes, communicating with customers, updating the CRM and collecting required documentation. You will gain a thorough understanding of the Certara Software offerings under your responsibility:

• Drive critical customer renewals, working closely with the Sales Operations team to help achieve quarterly renewals targets and update the CRM to assist with forecasting exercises.
• Maintain the CRM system including managing the renewals opportunity, account and contact information.
• Identify and help design processes in areas where the Software Operations team can improve scale, efficiency, and speed while maintaining high quality.

Responsibilities

• Primary Interface to Customers with Renewals: serve as the primary point of contact between Certara and the end customer.
• Maintain standard quote templates and identify appropriate template(s) for Renewal opportunities.
• Determine if requests from customer should be escalated to the product and/or marketing team as
• Conduct Due Diligence: confirm dates and quantities of existing Software licenses ; ensure quotes are aligned company data and pricing.
• Maximize customer retention rates through effective sales techniques over the phone, video and email while also minimizing customer churn and contraction.
• Execute the renewal process to ensure ARR is retained or expanded through cross sell and upsell of software products.
• Where needed evaluate license usage and suggest additional license as appropriate.
• Understand and align customer’s business needs and goals to generate renewal quotes.
• Provide renewals administration support to Renewals Managers, and Account Executives
• Ensure that renewals are closed on a timely basis.
• Collaborate with Sales and Customer Success Managers on renewals strategy and plans, leveraging customer analytics and metrics as appropriate.
• Liaise with customers to ensure POs and order forms are accurately completed to allow for internal deal approval.

Qualifications

• Bachelors degree.
• 4+ years as a Sales Associate and/or Renewals Manager or similar experience, preferably within and enterprise B2B SaaS Software company.
• Software licensing, especially SaaS model transactions
• Salesforce experience a plus.
• Professional experience preparing quotations and pricing skills
• Prior experience with software sales a plus
• Experience with international sales a plus

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