The Global Renewal Sales team partners with Sales, Services, Client Success, Legal, Finance and Operations to manage and execute Blackboard’s global renewal portfolio. The Global Renewal Sales Director is responsible for coordinating and managing the execution of blackboard’s renewal sales strategy across the markets outside North America. This includes teaming with the Sales leaders in each of the geographic markets to build effective processes for executing on the renewal portfolio, establishing standard methodology and cadence for forecasting and assist in measuring market and other trends in the business which provide insight into the health of the overall renewal portfolio. The role will partner with and work closely with Blackboard’s renewal partner, Service Source (aka SSI), managing third-party sales teams to drive Blackboard’s renewal strategy. This position requires a confident professional that is comfortable working with the company’s sales leaders and executive level management.
Contributing to and assisting in executing the larger Blackboard renewal strategy in alignment with Blackboard’s corporate strategies.
Teaming with Sales leaders to identify operation plans for effectively executing Blackboard’s renewal strategy. Includes constant monitoring and balancing of the best use of internal and external resources.
Manageing execution of renewal operation plans using internal and external resources; making changes to the execution model to improve efficiency as required. .
Overseeing management of the renewal forecast book of business, for markets outside North America, in close partnership with SSI, FP&A, Sales leadership and Operations.
Establishing and managing standard methodology and cadence for weekly renewal forecasting.
Identifying KPIs and metrics for measurement of overall health of renewal portfolio. Assisting in the creation and delivery of reporting standards used to report out on the performance, risks and opportunities within the renewal business.
Partnering directly with senior-level sales leadership on strategic, high-visibility and/or high-value deals to drive close process.
Participating in the development of a pricing framework, including discounting approval process, and managing execution across markets.
Working with cross-functional teams to identify cross-sell and upsell programs tied to renewal sales. Coordinating execution of programs across markets.
Managing day to day operations of the SSI sales leaders and renewal sales associates assigned to the markets outside North America, which includes working closely with SSI on talent management.
Participating in the annual renewal planning process, including the establishment of the renewal book of business for the respective year and the calculation of annual renewal rates.
Developing and maintaining a renewal pool management strategy to ensure ongoing visibility and key stakeholder alignment on changes throughout the year.
All other reasonable duties assigned.
PROFESSIONAL QUALIFICATIONS
REQUIRED SKILLS:
8-10 years’ experience in a renewal sales, renewal or sales operations or sales support role
Leadership experience (line-level management experience preferred)
Experience working with complex data sets
Experience managing a third-party vendor
Strong customer focus
Ability to work with ambiguity in a fast-paced, changing environment
Ability to work in a team environment
Positive attitude and work ethic required
Demonstrated ability to multi-task, organize and prioritize to accomplish specific tasks.
Ability to manage, analyze and track data for a sophisticated and often complex sales process
Excellent verbal and written communication skills to effectively partner with clients, customers and fellow colleagues of all levels.
Intermediate experience using Excel
Strong analytical, research and problem-solving skills
Must be able to travel (up to 25% of time)
Must be willing to work hours required to support a global market, due to time zone differences
PREFERRED SKILLS:
CRM systems experience (SFDC, SLX, Netsuite, Peoplesoft, etc.)
Financial systems experience
Advanced knowledge of Microsoft Office
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