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About the Role
Box needs you to drive the renewal process for some of our largest and most-strategic customers, working in collaboration with the Sales and Customer Success team to maximize value to the customer and revenue to Box. This includes driving the renewal strategy, customer communication, negotiation, preparing of pricing options, identifying expansion opportunities, revisions to terms and conditions, preparing quotes, and obtaining contract signatures.
Responsibilities
- Engage with Box’s most strategic customers to ensure they have a seamless renewal experience and realise the current and future value they receive from the content cloud
- Manage approx 100 customer renewals per year
- Engage in consultative discovery conversations to uncover account expansion opportunities, solidify current product investments, and negotiate multi-year subscription opportunities.
- Coordinate across an internal set of multi-functional stakeholders such as accounting/finance, professional services, account executives, customer success, channel management, legal, and the deal desk to ensure maximum revenue is achieved within the renewal event
- Create proposals, prepare contracts, and drive full agreement to closure
- Accurately forecast renewal outcomes on a monthly and quarterly basis in SFDC
Requirements
- Experience negotiating $100k - $1M deals with complex commercial terms while navigating internal stakeholder requirements
- 5+ years B2B Enterprise Sales, Renewals, Enterprise Account Management, Procurement/contracting experience, or an equivalent customer facing role
- Experience with consumption based pricing models (AI units, API calls) or variable demand models is a big advantage
- Ability to make thought out decisions in the spirit of the strategic direction of Box while meeting the needs of supporting internal teams.
- Strong oral and written communication skills
- Ability to acquire an understanding of the general functions of other divisions and their role in assisting with Renewals
Skills
- AI
- Sales
- Customer Success
- Negotiation
- Pricing
- Contract Management
- Forecasting
- SFDC
Location
- Redwood City, CA
Work Type
- Hybrid
Experience Level
- 5+ years
Benefits
- Pension
- Medical and dental coverage
- Robust wellness program
- 25 days of vacation
- Birthday off
- Subsidized gym membership
- Free lunch
- Snacks and drinks
About the Company
- Box (NYSE:BOX) is the leader in Intelligent Content Management.
- Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI.
- We help companies thrive in the new AI-first era of business.
- Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide.
- Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.
- Content powers how we work.
- Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations.
- With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.
Equal Opportunity
- We are an equal opportunity employer and value diversity at our company.
- We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation.