Sr Renewals Representative

Responsible for the renewing and closing of maintenance/subscription contracts.

Ensures increase of renewal retentions and demonstrates knowledge of Dynatrace’s products and maintenance/subscription contracts to customers.

Works closely with internal and external partners and customers to understand contract terms and conditions, sharing and providing information about renewal deadlines, requirement changes, quotes and agreement parameters.

Educates customers on renewal practices and associated contractual implications of changes. Remains familiar with the customer marketplace, competitive landscape, and their financial and business drivers.

Responsibilities

• Portfolio & Target Ownership: Owns and manages the end-to-end renewal execution for a dedicated regional account portfolio, consistently meeting or exceeding quarterly Annual Retention Rates (ARR) and On-Time Renewal targets.
• Proactive Risk Mitigation: Initiates renewal motions 120–180 days in advance; identifies early warning signals (low product adoption, executive turnover, competitive threats) and collaborates with AEs/CSMs on retention strategies.
• Commercial Negotiation: Leads commercial negotiations with customer Procurement and Executive stakeholders, successfully executing price uplifts, contract co-terminations, and multi-year commitments.
• Channel & Partner Management: Works closely with regional channel partners, distributors, and resellers to deliver aligned renewal quotes and ensure smooth contract execution.
• Pipeline & Forecasting Accuracy: Maintaining rigorous data hygiene in Salesforce.com, delivering weekly and monthly forecasting updates on renewal pipeline health and risk exposure to leadership.
• Partner with internal stakeholders: (Sales, CSM, Product/Engineering, Legal, Finance, and Partners) to navigate complex deal structures, eliminate contract friction, and align on account save strategies.
• Mentorship: Supports and mentors junior team members on complex contract negotiations, deal structures, and operational escalations.

• 10+ Years of experience managing complex SaaS or software maintenance renewals, account management, Proven ability to assess, manage and operate effectively given multiple priorities in a time sensitive environment
• Proven ability to manage high volumes of renewals at any given time
• Self-starter, highly motivated, and committed to getting results
• Proven track record of handling direct commercial negotiations with enterprise procurement
• Strong organisational skills, including detailed record-keeping, excellent and independent follow-through, and a high degree of accuracy
• Excellent verbal and written communication skills
• Proven track record of flexibility in a team setting
• Excellent word processing and spreadsheet experience in MS Word and Excel

Desired Skills/Competencies

• Understanding of enterprise software licensing models, including consumption-based pricing constructs, rate cards, and traditional maintenance/subscription agreements.
• Proven ability to manage multi-stakeholder commercial negotiations with Procurement, Sourcing, and IT business leaders; strong track record in overcoming objections, driving multi-year commitments, and defending contract value.
• Fluency in English; proficiency in Mandarin and/or Cantonese is highly advantageous to support Greater China / regional accounts.
• Advanced, hands-on proficiency with Salesforce.com, CPQ platforms, and Excel for deal structuring, pipeline management, and forecasting.
• Strong numerical ability with experience analysing usage/consumption data, calculating recurring revenue metrics (ARR) and constructing commercial quotes.

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.