Renewal Manager

ANNA STRANIERI

Woburn, MA ***** 339-***-**** ************@*****.*** linkedin.com/in/anna-stranieri19 RENEWALS MANAGER

Drive Revenue Growth by Exceeding Customer Expectations Meticulous Renewals Manager with expertise in support and subscription sales within the software industry. Excellent leadership, guiding all aspects of renewal and retention opportunities within assigned territory. A rich history of success taking ownership of issues and overcoming client objections. Excels in cross-functional teams, highly skilled communicator with business partners and customers, achieving both organizational and client goals. CORE COMPETENCIES

Strategic Planning Forecasting Analysis Relationship Building Account Management Business Development Strategic Partnerships Social Media Marketing Sales Planning Negotiation Problem Solving Communication PROFESSIONAL EXPERIENCE

Poppulo Inc., Waltham, MA 2019 – 2024

Renewals Manager, US - Canada, ROW

Established renewal process mapping and identified areas of opportunity and strengths. Training new hires onboarding and training to ensure correct processes are followed. Ensured customers renew relationships through SaaS contracts.

● Generated over 24 million in renewal revenue; uplifting 10% YTY.

● Implemented renewal procedures and trained employees on renewal process, policies, and best practices.

● Managed an accurate forecast, set business expectations, and effectively communicated results to sales management.

● Achieved the desired goals, including renewal rates within targeted timeframes.

● Proactively engaged with decision-makers to identify needs and overcome obstacles, ensuring timely commitments.

● Created, negotiated, and finalized renewal in advance of contract end date to ensure timely renewal in SalesForce.

● Analyzed customer data to maintain and report an accurate forecast of renewals.

● Responsible for Gross Revenue Retention, customer retention and business growth through the annual renewal process.

● Exceeded quota for assigned territory; contributed over 90% to the success of renewal team’s quota.

● Executed all renewal administrative tasks - review past contracts, create new quotes, and order forms.

● Identified upsell opportunities by understanding Poppulo Product usage in collaboration with Sales team Members.

● Collaborated with Renewals Team Lead, Customer Success, Account Managers, Legal and Finance to maximize performance on renewals.

● Managed CRM Case Queues and Opportunities and assisted management with forecasting.

● Built long-lasting and successful customer relationships.

● Resolved issues and inquiries related to annual and multi-year subscription contracts.

● Focused on daily telephone work (reminding/chasing/convincing).

● Managed chargeback activity and worked with Finance to resolve.

● Forecasted book of business as it relates to upsell, churn and high priority renewals. IBM Corp., Littleton, MA 2008 –2018

Software Renewals, Federal Sales,

Build strategic and collaborative relationships with clients, business partners, and key decision makers and stakeholders. Prospecting new business and generating new sales revenue.

● Provided weekly, monthly, and quarterly sales forecasting to upline management, including upkeep of account information within internal renewal tracking system.

● Engaged in on-going account management of assigned market territory, ensuring timely renewal of support and subscription contracts for designated installed customer base.

● Owned renewal process, including providing correct quotes, validating entitlements, negotiating prices, activating contracts, and ensuring fulfillment was completed timely and in a customer-centric way.

● Achieved and exceeded monthly and quarterly targets with up to 90% renewal rate valued at $2K - $2.5M.

● Leveraged digital transformation by adopting digital selling strategy to extend IBM’s reach in the marketplace.

● Supported in-team projects or focus areas assigned by management, improving overall client experience and team performance.

Anna Stranieri ************@*****.*** Page Two

IBM Software Entitlement, Sales

Identified, progressed, and closed software reinstatement opportunities within defined geographic territory (North America and Canada for direct sales and partner channel sales). Communicated with renewal sales, field sales, business partners, technical support teams, and customers to position and sell value of reinstatement and requirements of software license compliance.

● Generated incremental new license sales by identifying reinstatement and / or trade-up solutions.

● Developed strategies for closing expired maintenance contracts. IBM Corp., Littleton, MA

Software Renewals, Guardium Sales

Prospected new business, managed 150+ accounts per quarter, and communicated value of software maintenance renewals to customers.

● Forecasted opportunities quarterly.

● Transitioned legacy contracts and licensing to IBM programs.

● Recognized with 100% Club Awards four times.

● Received Managers Award for training employees and international employees from Eastern Europe on America’s renewal processes. Two years of exceeding business plan to increase on Guardium acquisitions.

● Exceeded target goals by protecting recurring revenue, improving extension rates, reducing churn, and expanding revenue.

● Negotiated terms and conditions for renewal agreements for IBM’s first appliance acquisition.

● Contributed in enhancing and improving systems and processes for workflow efficiencies.

● Led software group acquisitions through strong leadership, accountability, professionalism, and teamwork through duration of install base migration.

IBM Software Renewals, Acquisition Sales

Managed 150+ accounts per quarter, with contract values ranging from $50 - $1.5M, including full sales cycle for renewals, quote creation, and prequalifying account.

● Expanded revenue stream 10% YTY.

● Generated revenue for Cognos contracts within Eastern territory beyond forecasted expectation.

● Worked with clients to improve understanding of product value in portfolios, avoiding account attrition. Software Renewal Administrator (Cognos Corp - acquired by IBM) Initiated renewal notification to customers. Researched data repositories and legal agreements to gather details and ensure accuracy on renewals. Provided quote preparation and administrative support to support renewal sales (SRS) and issued quotes for renewal opportunities.

● Verified customer data or assets aligned with current contracts, supported software for data accuracy and collection, and entered relevant internal systems.

● Ensured relevant and necessary supporting documentation for renewals was prepared and accompanied renewal orders to finance for efficient order processing.

● Managed chargeback activity and partnered with finance in resolutions. EDUCATION

Associate of Arts, AA, Business Administration - International Business Northeastern University, Boston, MA

CERTIFICATIONS - Certified Digital Professional Sales (CDPS)

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