Lead the Renewals engine that executes renewal, retention, and expansion motions for a Global Cybersecurity OEM across the ASIA region.
Translate the Global Cybersecurity OEM's regional renewals strategy into clear execution plans, cohort-based workflows, and lifecycle-driven engagement rhythms.
Ensure renewal operations are tightly aligned with the client's renewal processes, quoting policies, entitlement and contract data requirements, and partner engagement expectations.
Set clear performance, documentation, and behavioral expectations around negotiation readiness, responsiveness, product understanding, and data hygiene.
Provide ongoing coaching, joint pipeline reviews, and structured feedback to improve objection handling, pricing conversations, value articulation, and closure readiness.
Coordinate with Partner Account Managers (via designated client program owners) for pricing alignment, follow-up orchestration, escalations, and exception handling.
Maintain accurate and up-to-date documentation of renewal sentiment, risks, objections, commercial dependencies, and next actions, ensuring full lifecycle visibility.
Own and run business reviews (weekly, monthly, quarterly) with client stakeholders, presenting renewal pipeline visibility, risk patterns, sentiment analytics, and recovery plans.
Coordinate internally with other program leads (SDR, Data, Training, WFM) to deliver cohesive engagement across net-new, expansion, and renewal motions.
Qualifications:
Bachelor's degree in business, Commerce, Technology, or a related discipline.
Excellent communication and stakeholder management skills, with the ability to present renewal health, risk patterns, and recovery plans to senior client and internal leadership.
5-7 years of experience in B2B Renewals, Customer Success, Inside Sales, or Commercial Operations within enterprise technology environments, with at least 2- 4 years in a people management or program leadership role.
Proven experience leading and scaling multi-country renewal or post-sales teams managing high-volume, contract-driven customer portfolios across enterprise and mid-market segments.
Strong understanding of subscription-based and term-based commercial models, including renewals, retention, expansion, churn risk management, and partner-led engagement models.
Hands-on experience working with CRM platforms (e.g., Salesforce or equivalent), quoting systems, entitlement or contract datasets, and BI/reporting dashboards to drive renewal visibility and predictability.
Strong command of renewal funnel management, risk and sentiment tracking, objection handling, and closure governance.
Experience collaborating with Channel/Partner teams, Sales, Customer Success, Revenue Operations, and Client Stakeholders in a matrixed, global operating model.
