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Veeam Software, the Data and AI Trust Company, is seeking a Customer Success Renewals Representative for its Commercial segment in Tokyo. This role is responsible for managing the end-to-end renewal of subscription and maintenance contracts across an assigned territory, working closely with Account Managers, Customer Success, Sales Engineering, and channel partners.
You will drive proactive renewal activities, engaging customers well ahead of contract expiration to mitigate churn risks and identify opportunities to grow recurring revenue. Beyond securing on-time renewals, you will focus on increasing contract value through renewal uplifts, license upgrades, expansion, and cross-selling of Veeam solutions.
Key responsibilities include:
- Achieving and exceeding renewal and expansion quotas for the assigned Commercial territory
- Owning the end-to-end renewal process, managing a high-volume portfolio of customer accounts
- Building and maintaining a healthy renewal pipeline, proactively engaging customers up to six months before contract expiration
- Analyzing pipeline data, forecasting renewal performance, and identifying risks and opportunities
- Engaging customers to understand business needs and identify opportunities for license upgrades and expansion
- Proactively managing churn risks and developing renewal close plans in collaboration with internal stakeholders and channel partners
- Re-engaging customers with lapsed support contracts to identify reactivation opportunities
- Building strong relationships with channel partners to drive successful renewals and license sales
- Negotiating renewal offers and commercial terms to maximize retention and revenue growth
- Working cross-functionally with Sales, Customer Success, Deal Desk, Legal, and other teams to resolve renewal challenges
- Maintaining accurate records of customer and partner activities in systems
- Prioritizing workload effectively to meet renewal deadlines and business objectives
Requirements:
- At least 3 years of relevant experience in sales, account management, renewals, customer success, or a related commercial role
- Proven track record of achieving or exceeding sales targets, renewal quotas, or other performance KPIs
- Strong commercial acumen with ability to identify revenue growth opportunities and negotiate effectively
- Excellent analytical skills, including proficiency in Excel and ability to interpret data and identify trends
- Experience managing a portfolio of customer accounts in a high-volume, target-driven environment
- Strong customer engagement and relationship-building skills with ability to communicate value propositions
- Excellent communication, negotiation, and problem-solving skills
- Proactive, resilient, and self-motivated approach with willingness to conduct outbound calls and follow up consistently
- Experience using CRM systems for pipeline management, forecasting, and activity tracking
- Understanding of IT solutions, software subscriptions, licensing, or technology products (advantageous)
