Job Description Summary
The Senior Manager M&S Renewals (EMEA & Growth Regions) will be responsible for leading the M&S Renewals operations across EMEA and Growth Markets. This role owns the end-to-end M&S Renewals lifecycle from quote generation to order booking, license fulfilment, and invoicing ensuring operational excellence, commercial compliance, and a best-in-class customer experience.
The role requires strong commercial acumen, process discipline, and stakeholder management to drive regional renewal performance and enable revenue retention across diverse markets.
Job Description
Key Responsibilities:
- Renewal Quoting & Execution
- Own and manage the end-to-end M&S Renewals quoting process for EMEA and Growth Regions, ensuring quotes are accurate, timely, and aligned to contract and policy requirements.
- Partner with regional Sales, Customer Success, and Finance teams to ensure pricing accuracy, entitlement validation, and commercial compliance.
- Proactively manage the renewal pipeline, ensuring timely quote creation and engagement ahead of contract expiry.
- Drive standardization and quality controls across quoting practices to minimize rework and improve turnaround times.
- Downstream Order Management, License Fulfilment & Invoicing
- Lead all post-quote activities, including Order Booking, License Fulfilment, and Invoicing, ensuring seamless transition from quote to cash.
- Ensure compliance requirements across all downstream processes.
- Drive resolution of operational bottlenecks or system issues impacting order flow, entitlement visibility, or customer satisfaction.
- Revenue Retention & Regional Forecasting
- Maintain full visibility of the EMEA & Growth Regions renewal book, ensuring consistent renewal forecasting and tracking of revenue performance.
- Identify renewal risks, revenue leakage points, and process inefficiencies, driving timely intervention with regional stakeholders.
- Provide regional insights and analytics to leadership on renewal trends, customer behaviour, and operational metrics.
- Process Excellence & Governance
- Implement and uphold standardized processes across quoting, order management, fulfilment, and invoicing.
- Partner with global operations and IT teams to enhance system automation and ensure data integrity across CPQ, CRM, and ERP platforms.
- Support internal audits and compliance reviews to ensure renewals adhere to corporate governance, pricing, and approval frameworks.
- Lead continuous improvement initiatives to enhance efficiency, accuracy, and regional responsiveness.
- Team Leadership & Stakeholder Collaboration
- Lead a high-performing renewals team supporting EMEA and Growth Markets, fostering accountability, operational rigor, and customer focus.
- Collaborate closely with Commercial Managers, Sales, Customer Success, and Finance teams to align on priorities and execution.
- Provide coaching, development, and performance management to strengthen the renewals capability in the region.
- Represent the region in global renewals leadership forums, driving consistency and sharing best practices.
Qualifications & Experience
- Bachelor's degree in Business, Finance, or related discipline; MBA preferred.
- 10+ years of experience in Renewals, Sales Operations, or Commercial Deal Desk, with a focus on Maintenance & Support (M&S) portfolios.
- Strong understanding of license entitlement management, order processing, and quote-to-cash operations.
- Proven experience managing regional operations across EMEA or other diverse markets.
- Proficiency in CPQ, CRM (Salesforce preferred), and ERP (SAP/Oracle) systems.
- Strong analytical and stakeholder management skills, with the ability to operate effectively in a matrixed, global environment.
- Demonstrated leadership skills with the ability to inspire teams, influence cross-functional stakeholders, and drive change in a matrixed organization.
Additional Information
Relocation Assistance Provided: Yes
