Renewals Account Manager

About RIB Software

RIB Software is a leading provider of innovative end-to-end lifecycle solutions that aim to enhance engineering and construction efficiency and sustainability worldwide. With over 2,500 professionals operating globally, including presence in more than 100 countries, we prioritize innovation and teamwork to remain at the forefront of construction technology.

Role Overview

The Renewals Account Manager is entrusted with the responsibility of managing the software subscription renewals portfolio for Small and Medium Business (SMB) and Mid-Market clients. The role focuses on maintaining high customer retention, recovering lost customers, and driving recurring revenue growth by engaging customers proactively throughout their renewal cycles.

Key Responsibilities

• Manage a renewal portfolio for SMB and Mid-Market software subscriptions.
• Ensure on-time renewals with a focus on maximizing retention and recurring revenue.
• Engage clients ahead of contract expiration to assess licensing needs and propose renewal options.
• Re-engage churned or lapsed customers by analyzing reasons for non-renewal and offering tailored solutions.
• Develop specific strategies including commercial offers to recover lost revenue.
• Foster trust-based relationships via a consultative sales approach.
• Negotiate terms within approved pricing and discount parameters.
• Provide an exceptional experience throughout the renewal process.
• Identify and qualify upsell or cross-sell opportunities; coordinate with Account Executives and sales teams accordingly.
• Support revenue expansion efforts in collaboration with account teams while maintaining renewal ownership.
• Monitor customer adoption risks and work with Customer Success teams to enhance outcomes.
• Maintain accurate renewal pipeline and forecasting data within Salesforce, ensuring data integrity and timely reports.

Candidate Profile

The ideal candidate is commercially savvy, customer-oriented, well-organized, and capable of managing multiple opportunities simultaneously. They excel in consultative selling, negotiation, and delivering outstanding customer service in a fast-paced sales environment.

Qualifications and Experience

• 3 to 5 years of experience in software renewals, inside sales, account management, or subscription sales.
• Strong abilities in consultative selling and negotiation.
• Excellent communication skills with the capability to influence commercial decisions.
• Proven skill in handling multiple priorities and opportunities effectively.
• Experience recognizing and qualifying growth opportunities like upsell and cross-sell.
• Proficiency with Salesforce or equivalent CRM platforms.
• Solid skills in forecasting, pipeline management, and disciplined sales practices.
• Exceptional organizational skills with keen attention to detail.
• Ability to collaborate across various business functions.
• Experience in SaaS or subscription-based software business highly preferred.
• Knowledge or exposure to sales methodologies such as S7, MEDDPICC, Command of the Message, or similar frameworks is a plus.

Additional Information

RIB requires successful candidates to pass comprehensive background checks compliant with local laws, potentially including education verification, employment history, work authorization, criminal records, identity, and credit checks. Positions handling sensitive or personal data may have additional screening requirements.

RIB Software promotes equal opportunity employment and values diversity, seeking to create an inclusive, respectful workplace where all employees can thrive.

Join RIB and contribute to transformative technology that enables building a better world.