Senior Manager, Global Commercial Renewals

As the Senior Manager, Global Commercial Renewals you will lead the renewal team based in Manila, the commercial engine behind Tricentis' renewal motion.

You will own the team's execution of the renewal process end to end: commercial confirmation, negotiation, and close, in partnership with the Customer Value organisation who own the account relationship and value story.

You will lead a team of renewal managers who serve customers globally and will be the on-site leader turning a newly formalised global operating model into a consistent, well-run motion.

WHAT YOU'LL DO

Build and lead the Manila team


* Lead 14 Renewal Specialists and Renewal Managers across NAC, EMEA, and APAC shifts, maintaining consistent performance standards across all three.



* Equip the team with the tools and strategies to execute the renewal process, ensuring alignment with organizational priorities.



* Run regular one-to-ones and deal reviews; identify where individuals are strong and where they need development and build targeted plans accordingly.

Own CoE operations and shift discipline


* Act as first point of escalation for commercial, customer, process, or deal questions from the team.



* Enforce process standards across the full motion: customer outreach cadence, stage discipline, CPQ and quoting accuracy, Salesforce hygiene and forecast accuracy



* Surface systemic issues, tooling gaps, process failures, capacity shortfalls, skill gaps, to leadership with a recommended fix



* Contribute to building and refining the CoE's standard operating procedures as the combined motion matures.

Drive customer-facing commercial excellence


* Develop the team's ability to present renewal proposals confidently, handle objections on pricing and terms, and negotiate to a close



* Ensure the team understand CPQ, can build an accurate quote, and knows how to move from quote to signed order through DocuSign.



* Attend customer calls and deal reviews to coach in the moment and help support escalations



* Be the renewals counterpart to Customer Value leadership in a two-sided operating model: Customer Value team owns the relationship and the value story; Renewals owns the commercial motion.



* Ensure handoffs between the two functions are clean, timely, and well-documented.

Drive performance and reporting


* Monitor team-level metrics: on-time renewal rate, multi-year renewal rate, uplift, CPQ accuracy, and forecast reliability.



* Provide leadership with a weekly view of team health, risk accounts, capacity, and development priorities.



* Contribute to the global renewal forecast by ensuring team pipeline is clean, staged correctly, and current.

WHAT YOU'LL BRING


* Demonstrated ability to lead renewals, account management, or commercial sales teams in enterprise software or SaaS, including coaching teams and driving commercial outcomes.


* Demonstrated track record of personally owning customer-fac...