The Zoom sales team is a dynamic force driving the company's success. With a focus on delivering cutting-edge communication solutions for clients across all sectors, the team passionately engages with clients worldwide. Through strategic partnerships and a customer-centric approach, they play a pivotal role in expanding Zoom's global presence and ensuring businesses harness the full potential of virtual collaboration.
Responsibilities
In this role, you will be responsible for managing direct and indirect (partner) renewals from a designated Book of Business (BoB) with the goal of driving high renewal rates (Net Renewal rate / Gross Renewal rate)
Engage customers who may be at risk of cancelling due to customer satisfaction issues, adoption, and/or threat of competitor. Pro-actively flag accounts at risk and invoke Executive Engagement, where appropriate
Pro-actively engage with customers/partners on their renewal opportunities 120-180 days before renewals date.
Manage pricing and contract extensions with Customers, with a focus on upsell and cross-sell, being able to competently articulate the power and benefits of Zoom's platform.
Assist Customers who may be at risk of canceling by facilitating conversations to mitigate the risk. Leveraging and driving accountability cross-functionally to assist with this task.
Drive accountability cross-functionally on our large at risk accounts, keep up-to-date notes & forecast large risk situations
Other operational tasks that are related to the Renewal's team day to day business
Effectively work cross-functionally with CSMs, Sales, Channel team, Engineering, Support, and Executives
This is a quota-carrying role. You will be expected to forecast weekly, quarterly and quarter + 1 against your BoB. Forecasting will include regular renewal opportunity updates, churn, risks and upsell opportunities. Tracked via our Revenue Operations platform ( Clari )
Maintain accurate and up-to-date records of Customer interactions and renewal progress via our CRM system (Salesforce)
Requirements
Have native Japanese skills (mandatory) and Business Fluency in English (preferred)
3+ year experience of working in a SaaS or Cloud company mandatory (preferably as a sales, customer success or renewals)
Strong cross-functional collaboration, negotiation and relational skills
Customer churn forecasting, associated pipeline development and management skills are required
Demonstrated excellence in the presentations skill and verbal skills with the ability to build relevant, strategic messaging in a customer meeting setting
Must be detail-oriented, organized, ethical, responsible, & self-motivated
Salesforce CRM, Clari , Zuora , Servicenow , Google sheets/slides experience is a plus
BS/BA degree preferred
Presence and proficiency in social media such as LinkedIn is also a plus
Our structured hybrid approach is centered around our offices and remote work environments. The work style of each role, Hybrid, Remote, or In-Person is indicated in the job description/posting.
Benefits
As part of our award-winning workplace culture and commitment to delivering happiness, our benefitsRemote work options
Additional Information
What you can expect
Seeking a Renewal Sales Representative in Tokyo to manage several accounts, ensuring satisfaction and promoting Zoom services. The role involves driving renewals and retention within a defined book of business, reporting to the manager based in Tokyo.
Zoom · Tokyo 23 Wards