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 APAC Renewals & Retention Manager in Singapore.
About the Team
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)
What we’re looking for
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
職務内容
Zoomではリニューアル担当のRenewal Manager（東京勤務）を募集しています。さまざまな領域のお客様を管理し、顧客満足度を確保しながらZoomサービスを促進する役割です。この職務はシンガポールのAPACリニューアル＆リテンションマネージャーに報告しながら、定められた顧客基盤内でのリニューアルとリテンションを推進することが含まれます。
チームについて
Zoom営業チームは、会社の成功を推進するダイナミックな原動力です。あらゆる分野のクライアントに最先端のコミュニケーションソリューションを提供することに重点を置き、チームは世界中のクライアントと熱心に関わっています。戦略的パートナーシップと顧客中心のアプローチを通じて、Zoomのグローバルプレゼンスを拡大し、企業がバーチャルコラボレーションの可能性を最大限に活用できるよう支援する重要な役割を担っています。
職務概要
この役割では、指定された顧客基盤（BoB）からの直接および間接（パートナー）リニューアルを管理し、高いリニューアル率（純リニューアル率/総リニューアル率）を達成することが求められます
顧客満足度の問題、導入状況、および/または競合他社の脅威により解約のリスクがある顧客に関わります。リスクのあるアカウントを積極的に特定し、必要に応じてエグゼクティブエンゲージメントを発動します
リニューアル日の120〜180日前に、顧客/パートナーのリニューアル機会に積極的に関わります
顧客との価格設定および契約延長を管理し、アップセルとクロスセルに焦点を当て、Zoomプラットフォームの力と利点を適切に説明できることが求められます
解約のリスクがある顧客を支援するため、リスクを軽減するための会話を促進します。この任務を支援するために、部門横断的な責任を活用し推進します
大規模なリスクアカウントに対して部門横断的な責任を推進し、最新のメモを維持し、大規模なリスク状況を予測します
リニューアルチームの日常業務に関連するその他の運営タスク
CSM、営業、チャネルチーム、エンジニアリング、サポート、およびエグゼクティブと効果的に部門横断的に協力します
これはノルマのある役割です。顧客基盤に対して週次、四半期、および四半期+1の予測を行うことが期待されます。予測には、定期的なリニューアル機会の更新、解約、リスク、およびアップセル機会が含まれます。収益運用プラットフォーム（Clari）を通じて追跡されます
CRMシステム（Salesforce）を通じて、顧客とのやり取りとリニューアルの進捗状況の正確かつ最新の記録を維持します
求める人材
日本語ネイティブスキル（必須）およびビジネスレベルの英語力（読み書き以上・会話できる大歓迎）
SaaSまたはクラウド企業での3年以上の実務経験が必須（営業、カスタマーサクセスまたはリニューアル業務が望ましい）
強力な部門横断的コラボレーション能力、交渉力および対人関係スキル
顧客解約予測、関連するパイプライン開発および管理スキル
顧客ミーティングの場で関連性の高い戦略的メッセージを構築する能力を持ち、プレゼンテーションスキルと口頭コミュニケーションスキルに優れているかた
細部に注意を払い、整理整頓ができ、倫理的で、責任感があり、自発的に行動できる方
Salesforce CRM、Clari、Zuora、Servicenow、Google sheets/slidesの経験があれば尚可
学士号（BS/BA）をお持ちの方（歓迎）
LinkedInなどのソーシャルメディアでの存在感と熟練度（歓迎）
Ways of Working
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 benefits program offers a variety of perks, benefits, and options to help employees maintain their physical, mental, emotional, and financial health; support work-life balance; and contribute to their community in meaningful ways. Click Learn for more information.
About Us
Zoomies help people stay connected so they can get more done together. We set out to build the best collaboration platform for the enterprise, and today help people communicate better with products like Zoom Contact Center, Zoom Phone, Zoom Events, Zoom Apps, Zoom Rooms, and Zoom Webinars.
We’re problem-solvers, working at a fast pace to design solutions with our customers and users in mind. Find room to grow with opportunities to stretch your skills and advance your career in a collaborative, growth-focused environment.
Our Commitment
At Zoom, we believe great work happens when people feel supported and empowered. We’re committed to fair hiring practices that ensure every candidate is evaluated based on skills, experience, and potential. If you require an accommodation during the hiring process, let us know—we’re here to support you at every step.
If you need assistance navigating the interview process due to a medical disability, please submit an Accommodations Request Form and someone from our team will reach out soon. This form is solely for applicants who require an accommodation due to a qualifying medical disability. Non-accommodation-related requests, such as application follow-ups or technical issues, will not be addressed.