Senior Strategic Renewals Manager - Brisbane OR Melbourne

Esri Australia is the leader in the Australian geospatial sector and is the national distributor for the world-leading ArcGIS platform.  

We bring together the best and brightest in our industry. Every person in our team is highly skilled.

With different technical and industry strengths, we are united in our love for what we do. We are each committed to delivering real outcomes, and our unwavering work ethic makes sure of it. 

As we continue to evolve and grow our business, we are looking for new ways to work more efficiently and more effectively. That’s where you come in! 

About the Role  

The Strategic Renewals team is responsible for building strong client relationships and driving the license renewals of our most strategic clients. Working with cross-functional teams such as Customer Success, Sales, Legal, Finance and others, this role will lead a small team, defining and setting the benchmark in license management. 

This role will shape and implement frameworks and processes that optimise operational performance, drive efficiencies and ensure the overall attainment of commercial/renewal goals for the team and for the region are achieved, while developing and delivering optimal outcomes for our strategic clients.    

The main responsibilities of the position will be:   

1. Grow the business

• Project manage the renewal experience in close partnership with the assigned Customer Success Manager and Sales representative to provide a seamless customer experience. 

• Retain and increase subscription revenue in existing customer accounts by positioning multiyear contracts and price increases. 

• Leverage the renewal activity to promote upsells/new products and adoption bundles alongside sales, CSMs, Professional and Managed Services. 

• Migrate existing customers from legacy to named user plans and/or new packaging and pricing. 

2. Manage the Renewals Team 

• Manage and empower the team to deliver world-class outcomes to our clients. 

• Develop, implement, and monitor processes, tools and systems to streamline the operations of the team. 

• Manage Strategic Renewals forecasting, recruitment, onboarding, and professional development, ensuring the right capability and capacity exists to meet business and client needs. 

• Work with the Executive, Sales, Client Success and Adoption leadership team to align and deliver to the groups vision. 

3. Optimise Operational Performance 

• Review, update and communicate the Strategic Renewal forecast on a weekly basis and report up to management. 

• Implement and embed best-in-class frameworks, processes, and tools to build repeatable and consistent renewal discipline, while ensuring compliance with all company policies and procedures 

About You  

We believe that to be successful in this role, you will need to be a great communicator - whether written or verbal, you can take and consolidate complex information and ideas and share those in a positive and impactful way that’s appropriate for a range of diverse stakeholder groups.  

You will also have some solid experience in building, leading and developing a team.  

• Comfortable with negotiation and having conversations with senior client representatives and procurement departments.  

• High confidence in managing customer quoting, contracts, terms and conditions.  

• Strong customer-facing acumen and communication skills – you’re a relationship builder.  

• Highly organised, self-motivated and goal orientated, adept at independent work to meet deadlines and ensure timely renewals. 

• Collaborative team player with a commitment to sharing knowledge across diverse stakeholders. 

• Curious and committed to ongoing learning and innovation in a fast-paced environment. 

• Experienced in project management.   

• Flexibility to work outside of standard hours as required, with the ability to travel nationally and internationally if needed. 

• You must hold current permanent and full-time working rights in Australia.

• Attitude and behaviour align with Esri Australia’s core values.  

Why Esri Australia? 

At Esri Australia, we foster an inclusive, people-centric environment that values both professional excellence and personal well-being.  Joining us, you will be provided with:

• Empowered Flexibility: We provide flexibility in working arrangements, enabling you to achieve work-life harmony. Please note that to support our new starters to be successful, we will require you to attend your local office full-time for at least your first two weeks to maximise your onboarding before agreeing on a suitable hybrid model.     

• Investment in your Growth: Access dedicated training and development programs, allowing you to continuously upskill and grow in your role. 

• Career Advancement: We promote internal mobility, and provide clear pathways for career progression, empowering you to navigate and elevate your professional journey. 

• Appreciation and Engagement: Enjoy a range of benefits, including Paid Parental Leave, Employee Reward Gateway, Salary Continuance Insurance, Referral Spotter Fees, Staff Awards, Engaging Events, and much more. 

• Performance Recognition: Experience a financially rewarding Profit Share Bonus.  

For further details or if you have any questions, please contact our Talent Acquisition team on 1300 635 196 or by mail at careers@esriaustralia.com.au. 

We are a 2024 Circle Back Initiative Employer – we commit to respond to every applicant.

Please note that Esri Australia does not accept unsolicited resumes from recruiters or employment agencies.
In the event, a recruiter or agency submits a resume or candidate without a current formal agreement in place we shall explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.